Syllabus of MBA, Batch (2018-2020) - 3

Syllabus: MBA
1st Semester
Accounting For Managers L T P C

BAT-601
Total Contact Hours 60
3 2 0 4
MBA
Prerequisite : NA
Marks : 100
Internal: 40 External: 60
Course Objective
To impart understanding of the application of accounting fundamentals to business
organizations and various accounting processes in an organization.
Unit Course Outcome
To impart understanding of the Basic Principles of Accounting, Accounting
1 Standards, Reading and Analyzing Balance sheets and its application in modern day
business
2 To have knowledge of concepts those are helpful in financial decision making
3 To help the students to understand how the costing is done in an organization
Content of the Syllabus
Unit-I
Concept of Book-Keeping and Accounting Fundamentals.

Accounting Standards
Financial Accounting: Fundamentals concepts and conventions, concept of Double Entry System
Journal, Ledger and Trial Balance, Preparation of Trading & Profit Loss Account, Balance Sheet
CASE STUDY -1- Starting your own businesses
CASE STUDY-2-Managing your business
Unit-II
Financial Statement Analysis, common size statements, comparative statement analysis

Ratio analysis
Cash Flow Analysis-cash flow statement preparation.
CASE STUDY-1-Preparing Financial Statement
CASE STUDY-2-Cash Control and Theft
Unit-III
Cost Accounting: Cost Sheet, Marginal costing and its applications

Standard Cost and standard Costing System.
Budgetary Control, Responsibility Accounting and Responsibility Centers
CASE STUDY-1-The Case of the Cost Accounting System
CASE STUDY-2-Budgeting, Budgetary Control and Performance Evaluation: A Case Study of
All
terrain Service Group (ATS)
Text Books –
Hanif and Mukherjee, Modern Accountancy, Tata McGraw Hill, New Delhi.
Maheshwari S.N., Accounting for Management,Vikas Publishing House, New Delhi.
Tulsian, Financial Accounting, Tata McGraw Hill, New Delhi.
Reference Material –
Horngren, Sundem, Introduction to Management, Prentice Hall India, New Delhi.

Kishor Ravi M, Cost accounting and financial management, Taxman Publishers, New Delhi.
Shukla, Grewal and S. C. Gupta, Advanced Accounts, Sultan Chand and Sons, New Delhi.
BAT-601 Accounting For Managers

University School of
Business
a B c d e f g h i j k
Program Outcome
Mapping of Course
outcome with Program √ √
outcome
Project/
BS ES PD PC PE OE
Category Training
Approval Date of meeting of the Board of Studies: 29/3/18
NOTE FOR THE PAPER SETTER
The syllabus has been divided into three units. Paper setter will set 3 questions from each unit
and 1 compulsory question spread over the whole syllabus consisting of 5 short answer
questions. Compulsory question will be placed at number one. Candidate shall be required to
attempt 6 questions in all including compulsory question and selecting not more than 2 questions
from each unit. All questions carry equal marks.
Fundamentals of Management and
L T P C
BAT-602 Organizational Behaviour
Total Contact Hours :
4 0 0 4
MBA
Prerequisite; General Concepts of Management
Marks 100
Internal 40 External 60
Course Objective
To impart analytical ability in solving behavioral problems in respect to today business
Unit Course Outcome
To expose the students to fundamental concepts of management and to understand the
1
evolution of management thought.
To make students understand the basic Principles of Management and their application
2 in modern day business at different layers of organization so as to understand how to
run an organization smoothly and efficiently.
Student will also get sensitized about new and contemporary developments in the field
3
of management in relation to organizational behavior.
Unit-I
Nature, Scope and Significance of Management; Process of Management; Management as an

Art, Science and Profession; Management and Administration; Role of Managers; Principles of
Management; Evolution of Management Thought: Classical, Neoclassical and Contingency;
Planning: Meaning and Importance of Planning; Planning Process; Making Planning Effective;
Types of Plans ,Decision Making Nature, Importance, Process and Principles of Organizing,
Line, Staff and Functional; Formal vs. Informal Organizations Delegation, Authority and
Responsibility. (Case Study: Dunkin’ Donuts Training for Quality and Hustle)
Unit-II
Organizational Behaviour & Development: Definition, Nature and Scope of organizational

behaviour, Disciplines contributing to OB, Challenges to OB
Personality: Types, Factors influencing personality, Theories
Learning: The learning process – Learning theories
Perception: Perceptual Process, Factors influencing Perceptual Selectivity (Internal & External)
Motivation: Meaning, importance, Types, Theories, Effects on work behaviour
Leadership: Styles, Theories, Leaders Vs Managers (Leadership Case Study Inspires and
Motivates Others to High Performance)
Unit-III
Group behaviour: Introduction, Importance, Types of groups, Formation of Groups & Stages of
Group Development, Group Dynamics, Group decision making techniques
Stress: Meaning, types of Stress, Various Work Stressors, Prevention and Management of stress,
Balancing work and Life.
Organizational Development & Change: Introduction, Importance, Stability Vs Change,

Proactive Vs Reaction change, the change process, Resistance to change, Managing change,
Objectives of Organisational Development.( The Tata group: hr challenges” published by IBS
research centre)
Text Books –
1: Koontz – Principles of Management (Tata McGrew Hill, 1st Edition 2008)

2. Robbins & Caulter – Management (Prentice Hall of India, 8th Edition)
3: Robbins P Stephen, Organisational Behaviour, Prentice Hall, New Delhi.
4: Aswathappa K, Organisational Behaviour, Himalaya Publishing House, Mumbai.
Luthans Fred, Organisational Behaviour, McGraw Hill Book Co, New Delhi.
Prasad L M, Organisational Behaviour, Sultan Chand Publications.
BAT-602 Fundamentals of Management and Organizational Behaviour

Business
a b C D e f g h i j k
Program Outcome
Mapping of Course
outcome with Program
outcome
Project/
BS ES PD PC PE OE
Category Training
from each unit. All questions carry equal mark
Managerial Economics L T P C
BAT-603
Total Contact Hours : 45 Hours
4 0 0 4
MBA
Prerequisite Knowledge of Basics of Economics
Marks 100
Course Objective
To lay a strong foundation of knowledge of Economics, that may lead to better
understanding of business.
Unit Course Outcome
To enable students to understand the fundamental concepts and theories of
1 Economics and their application to the different functional areas of business
management.
It will provide knowledge to the students about the concepts of elasticity of
2
demand, and economies of scale for business expansion
The knowledge about the demand projection and price behavior will help students
3
to adopt a judicious forward business planning for the sake of stability and growth.
Unit-I
Managerial Economics: concepts based on scarcity and optimization.
Fundamentals of Demand: Demand Function, Law of Demand and its Exceptions.

Fundamentals of Supply: Supply Function, Law of Supply and Market Equilibrium.
Demand Forecasting: Meaning and methods.
Elasticity of Demand: Price Elasticity of Demand, Income Elasticity of Demand and Cross
Elasticity of Demand. Degrees and Determinants of elasticity of demand.
Case Studies: Why do the Prices of Newspaper Rise? (pg-69, Ch-3; Principles of Economics-
Karl. E. Case)
Google: Is It Work or Is It Leisure?(pg-106, Ch-5; Principles of Economics-Karl. E. Case)
Unit-II
Consumer Behavior: Indifference Curve Analysis and Its Properties, Iso-Cost Curves, Engel
Curve.
Production Analysis: Short run and Long run Production Function. Law of variable proportion
and law of returns to scale., Consumer Surplus and Producer Surplus.
Cost and Revenue Concepts: Long Run and Short Run Cost Curves, Relationship between Total
Revenue, Average Revenue, Marginal Revenue and elasticity of demand.
Case Studies: An Ice Cream Parlor. Cost Analysis.(pg-150, Ch-7; Principles of Economics-Karl.
E. Case)
How Fast Should a Truck Go? (Pg. 126, Ch.6;Principles of Economics-Karl. E. Case)
Unit-III
Market Structure: Perfect Competition, Monopoly, Monopolistic Competition.

Alternative Firms Goals: profit maximization, sale maximization, business expansion and good
will promotion.
Oligopoly: - Advanced Pricing and Auctions Game Theory
Case Studies: - Pricing Games: Sony Play Station and Microsoft Xbox.
The Milk Market in India – A Best Example of Perfect Competitive Market.
Text Books
Ahuja, H.L. Macroeconomics, Theory and Policy, S. Chand & Co., New Delhi.
Chopra, P.N. (2010). Managerial Economics, Kalyani Publishers, New Delhi.
Dwivedi, D.N., Managerial Economics, Vikas Publications, New Delhi.
Reference Books
Peterson and Lewis, Managerial Economic, Prentice Hall of India, New Delhi.
Salvatore, Dominick and Ravikesh Srivastava (2009). Managerial Economics: Principles and
Worldwide Applications, pp.1-13, Oxford Univ. Press, New Delhi.
Karl E. Case / Ray Fair, Principles of Economics Ninth Edition.
BAT-603 Managerial Economics

Business
a b c D E f g h i j k
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training

Quantitative Techniques for Managers L T P C
BAT-604
Total Contact Hours : 48 Hours 3 2 0 4
MBA
Prerequisite: Basic knowledge of Mathematics
Marks 100
Internal : 40 External : 60
Course Objective
To develop the fundamental understanding and application of Mathematics and Statistics in
business organizations
Unit Course Outcome
The student will acquaint himself/ herself with the use of Statistics in taking business
1
decisions
2 Student will learn to evaluate and solve the business problems statistically.
Student will be able to learn various statistical techniques to control the quality of
3
products.
Unit-1
Definition and role of Statistics: Application of inferential statistics in managerial decision

making. Scope, applications and limitations of Statistics.
Analysis of Data: Sources of data, Collection, Classification, tabulation and presentation of data.
Univariate Analysis: Measure of central tendency, Mean, Median and mode, their properties,
measures and their implications. Relationship among mean, median and mode,
Measures of variation : Absolute and relative measures of variation,Range, Quartile deviation,
Mean deviation, Standard deviation, Coeffecient of variation,
Case Study 1: Report on Employee’s from different sectors of Banks (Central Tendency)
Case Study 2: Report of National Sample Survey Organization on the average asset value of
rural and urban households.
Unit-II
Skewness and Kurtosis: Differnce between dispersion and skewness,Tests of skewness and
measures of skewness (Karl pearsons method, Bowleys method and kelly’s method).Kurtosis
and types of kurtosis and measure of kurtosis
Correlation Analysis: Significance and meaning and types of correlation, Methods of correlation
analysis: Scatter diagrams, Karl Pearson’s correlation, Spearman’s rank correlation, Properties of
Correlation.
Regression analysis: Meaning and types of Regression, Regression Lines, Relationship between
correlation and regression coefficients
Case Study 1: Report on Survey of Business Today
Case Study 2: Case on Shyam Foods Pvt. Limited
Unit-III
Time Series Analysis: Introduction, Objectives, models of time series, Identification of trend-and
measurement of variations in time series. Secular, Cyclical, Seasonal and irregular variations
Index Number: Introduction, Importance, limitations and Types of Index Number and methods
of constructing index numbers, tests of adequacy of index numbers formulae.
Statistical Quality Control: Causes of variation in quality characteristics; Quality control charts,
purpose and logic; Constructing a control chart, computing the control limit. (X and R charts);
Process under control and out of control; Warning limit, Control charts for attributes- fraction,
defectives and number of defects.
Case Study 1: Data of demand deposits of the banking system of India (Time Series)
Case Study 2: Data pertaining to defects in carpets (Statistical Control Charts)
Recommended Text Books:
1. Gupta, S.P. & M.P. Gupta, Business Statistics
2. Davis: Business Staistics usuing Excel, Oxford University Press.
3. Gupta, C.B., An Introduction to Statistical Methods
4. Gupta, B.N., An Introduction to Modern Statistics
5. Sancheti, S.C. & V.K. Kapoor, Statistical Methods
Reference Books:
Business Mthamatics and Statistics 7s, Fransis, Andre & Ben Mously, Cengage Learning
Schaum'S Outline Of Business Statistics, Leonard, j, Kazmier, Tata Mac Grew Hill
A Step-By-Step Guide To Statistics For Business, Richard, N, Landers, Sage Publications
BAT-604 Quantitative Techniques for Managers

Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
Approval Date of meeting of the Board of Studies : 29/03/2018
Marketing Management L T P C
BAT-605
4 0 0 4
MBA
Prerequisite NA
Marks 100
Course Objective
The objective is to develop an understanding of the basic concepts of Marketing, its
functions and its relevance for Manager.
Unit Course Outcome
Provide information to student by explaining the key principles and concepts of
1
marketing.
Students will be able to Construct an effective marketing strategy, including a
2
marketing mix for a product/service.
Plan an integrated marketing communications campaign that uses a range of mass
3
communications media that are well suited to reach the target market.
Unit-I
Introduction to Marketing: Meaning and Scope of Marketing; Marketing Philosophies; Concept

of Marketing Mix (Case study: McDonalds) Understanding Marketing Environment; Consumer
and Organization Buyer Behaviour; Demand Forecasting; Market Segmentation, Targeting and
Positioning (Case study: Nivea).
Unit-II
Product and Pricing Decisions: Product Concept; Types of Products; Product Levels; Major
Product Decisions(Case study on Kellog’s); Brand Management; Product Life Cycle, New
Product Development Process(Case study on Hindustan Unilever ltd-HUL) Pricing Decisions:
Determinants of Price; Pricing Process, Policies and Strategies.
Unit-III
Promotion and Distribution Decisions: Communication Process; Promotion Tools-Advertising,

Personal Selling, Publicity and Sales Promotion (Case study on CavinKare) Emerging Channels
of Distribution, Distribution Channel Decisions-Types and Functions of Intermediaries; Channel
Design; Selection and Management of Intermediaries (Case study on Amul).
Text Books:
1. Kotler,P., Keller, K.L. Koshy, A. and Jha, M., Marketing Management: A South Asian
Perspective, Pearson Education, New Delhi.
2. Etzel, M., Walker, B., Stanton, W. and Pandit, A., Marketing Management, Tata McGrawHill,
New Delhi.
Reference Books:
1. Ramaswamy, V.S and Namakumari, S., Marketing Management: Global Perspective Indian
Context,Macmillan Publishers India Ltd., New Delhi.
2. Saxena, Rajan, Marketing Management, Fourth Edition, Tata McGraw Hill Education Pvt.
Ltd. New Delhi.
3. Louis E. Boone and David L. Kurtz, Principles of Marketing, Cengage Learning.
BAT-605
Marketing Fundamentals
Business
a b c d e f g h i j k
Program Outcome
Mapping of Course
outcome
Project/
BS FS PD PC PE OE
Category Training
Version Professional Business Communication L T P C
2018
Apply to Programs: USB -MBA 3 0 0 3
Prerequisite: -Studied English Language upto senior
Total hours = 30
PCT-610 secondary
Objectives
Aims to augment students overall communication and interpersonal skills by making them
1 realize the importance of good oral and written English communication skills in
professional life.
To enrich reading capability and inculcate business sense with special emphasis on
2
expanding vocabulary, grammatical formations and analytical ability.
3 Write business documents clearly, concisely and analytically in correct syntax.
4 Speak coherently, concisely in social and professional environment
Subject Outcome
Student will be able to:
1 Demonstrate the ability to listen and read attentively, express ideas with clarity in both
oral and written communications.
2 Develop ideas for a specific audience and purpose.
3 Demonstrate spoken competency in contextual business environment.
4 Exhibit competence to write business correspondence strategically in correct English.
5 Critically evaluate written text and form an informed decision.
Unit -1
Business Communication: Meaning, importance, process, models and types, barriers to effective
communication, verbal and non-verbal communication, Techniques for building LSRW Skills.
Reading Skills: The student is required to read the book: The Leader Who Had No Title
Writing: Paragraph writing, reading comprehension
Listening: Vowel sounds, stress and intonation
Speaking: Greeting, Complementing and Inviting
Book Review Discussion
Unit -II
Business Communication: Ethics in Communication- Significance, Factors, Dilemmas in Ethical

Communication
Reading: The student is required to read the book: The 7 Habits of Highly Effective People
Writing: Summarizing, leave application, permission letter, business letters - sales, request,
order, inquiry, acknowledgement, complaint and collection letters, memorandum writing, office
order, circular, notice writing, agenda and minutes of meeting
Listening: Consonant Sounds
Speaking: Book Review Discussion
Grammar: Punctuation, Correction of sentences
Vocabulary: One-word substitutes, synonyms, antonyms and contextual usage
Unit -III
Business Communication: Cross-cultural Communication – Significance, elements, cultural

context and barriers to Cross Cultural Communication
Reading: Select Case Studies
Writing: Note making and note taking, modern forms of communication: e-mails, video
conference and conference calls, digital content writing (blogs and websites), proof reading,
interview skills, job application and resume writing
Listening: Consonant Sounds
Speaking: Social Etiquette, Case Discussion
Vocabulary: Collocations, idioms
Text books:-
Raman, M. and Singh, P. (2016). Business Communication, Oxford University Press: New
Delhi.
Covey S. R: The 7 Habits of Highly Effective People
Sharma R: The Leader Who Had No Title
Communication Skills - Study Material
Reference Books :-
Lesikar R.V., Petit J.D. (2016). Business Communication, Tata McGraw: New Delhi
Chaturvedi, P.D. and Chaturvedi (2016). Business Communication, Pearson Education: New
Delhi.
Kumar, S and Lata, P (2017). Communication Skills, Oxford University Press: New Delhi
Hewing, Martin, Advanced English Grammar, Cambridge University Press (2015), UK.
Suggested Readings
Sun Tzu: The Art of War
Dr. Abdul Kalam: Wings of Fire
Napolean Hill: Think and Grow Rich
Eliyahu M. Goldratt: The Goal
Spencer Johnson: Who Moved My Cheese
Norman Vincent Peale: The Power of Positive Thinking
John Christen: Fish
Arindam Choudhary: Count Your Chickens before They Hatch and more…
Subject to Program outcome Relationship

Program a b c d e f g h i j k l
outcome
Subject
mapping
Unit mapping 1-3 2
UC B/F DC DE UO MNG
Category HONS PROJECT BW PRACTICAL TRAINING SEMINAR
Department UILA
PCT-610 Professional Business Communication
Teaching –Learning Process
The significance of effective communication will be discussed and emphasized through the first
chapter of each unit.
The reading skills of the students will be addressed through the text book, where each student
will be asked to discuss a portion of the text. Difficult words with their meaning and usage will
be discussed in the class.
The writing skills will be augmented through practice in class for business correspondence.
Grammatical errors would be corrected through worksheets.
Vocabulary and contextual word usage will be supplemented through the study material
provided.
Paper setting instructions
Please go through these instructions thoroughly and follow the same pattern while setting the
paper as the students have been prepared according to this format.
Maximum Marks = 60
Time: 3 Hrs
1. Question Paper will consist of ten questions.
2. Section A of question paper is compulsory, containing five parts each of 2 marks covering the
whole syllabus (short answer type- total 10 marks)
3. Set three questions from each unit - I, II and III. Students will attempt 5 questions selecting
atleast one question from sections B, C & D. Each question carries 10 marks. Questions of
Section B will be from unit I, Questions of Section C from unit II and Questions of Section D
from unit III.
4. In the question paper, as far as possible all questions should be application questions only.
Professional Business
Name of the Subject Subject Code PCT-610
Communication
It is certified that syllabus is free from spelling, grammatical or any duplicity.
Course outcomes have been mapped with Program outcome
S. No. Name Designation Signature
1 Dr Nipun Kalia Asstt. Prof
2 Ms Ashita Chadha HOD
Version Professional Business Communication Skills Lab L T P C
2018 Apply to Programs: USB – MBA, MCom 0 0 2 1
Prerequisite: Studied English language upto senior Total hours = 30

PCP - 611 secondary
Course Objectives
To equip students with listening, reading and speaking skills necessary for
1
academic, professional and cultural situations.
2 To foster self-confidence and positive attitude in students’ ability to communicate.
3 To monitor, remediate and strengthen comprehensible pronunciation.
Subject Outcome
Student would be able to:
Exhibit confident speaking skills necessary for interaction in academic,

1
professional and cultural situations
2 Student would use language effectively for group discussions and public speaking.
3 The students would use non-verbal skills appropriate to the social environment.
4 The student would be self aware and enhance soft skills for the professional world.
The student would use correct intonation, stress, pronunciation and neutral accent
5
to communicate in English.
Unit -I
Soft Skills: Self Awareness - Personal attributes, SWOT Analysis, Goal Setting,
Verbal Skills: Art of Public Speaking- just a minute, extempore, news discussion
Non-Verbal Skills: Positive body language, posture, gestures, symbols and signs
Listening Skills: Listening exercises-1 & 2, vocabulary building - 1 & 2
Unit -II
Soft Skills: Time Management, Critical Thinking Skills, Creativity Skills

Verbal Skills: Art of self introduction, cross talk, group discussion
Non-Verbal Skills- Personal appearance and grooming
Reading Skills: Reading Comprehension - 1 & 2, vocabulary building - 3 & 4
Unit -III
Soft Skills: Stress Management, Team Building, Problem Solving Skills

Verbal Skills: Presentation Skills - Elements & structure of effective presentation, preparation
and presentation on a topic, Interview skills, mock interviews
Non-Verbal Skills- Social Etiquette
Reading Skills: Reading Comprehension - 3 & 4, vocabulary building - 5 & 6
Software Support
1. Globarena EL- Client Software for Communication Skills, Hyderabad.
Reference
1. Sethi, J., Dhamija, P.V., A Practice Course in English Pronunciation, Prentice Hall of India,
New Delhi.
2. Roach P., English Phonetics And Phonology: A Practical Course (English), Cambridge
University Press, 4th Edition,UK.
3. O’Connor, J. D., Better English Pronunciation, 2nd Edition, Cambridge University Press,
(2012), UK.
4. Hornby, A.S. Oxford Advanced Learners Dictionary of Current English, 7th Edition, Oxford
University Press, UK.
Subject to Program outcome Relationship
Program outcome a b c d e f g h i j k l
Subject mapping 

Unit mapping 1-3 1-3
UC B/F DC DE UO MNG
Category HONS PROJECT BW PRACTICAL TRAINING SEMINAR
Department UILA
PCP-611 Professional Business Communication Skills Lab
Teaching –Learning Process

1. Listening Skills are enhanced through exercises on English language Software. Students are
required to complete as many modules on listening from the software whenever they get
time.
2. Speaking Skills are augmented through regular speaking activity in each class. Students are
required to write points on a topic given by the faculty starting with just a minute to more
analytical topics for extempore speaking and news discussion.
3. Non verbal communication is improved by stressing on positive body language and assisting
students to overcome nervousness and become confident every time they speak on a topic.
4. Students are taught correct pronunciation and accent neutralization through presentation and
practice on software
5. Soft Skills will be enhanced through discussion and activities for each module through a
presentation. An activity related to the soft skill topic will be performed by each student
individually or as role play in a group. Each student will be marked for content, fluency and
confidence while performing the activity.
6.
Professional Business
Name of the Subject Subject Code PCP-611
Communication Skills Lab
It is certified that syllabus is free from spelling, grammatical or any duplicity.
Course outcomes have been mapped with Program outcome
S. No. Name Designation Signature
1 Dr Nipun Kalia Asstt. Prof
2 Ms Ashita Chadha HOD

Computer Applications for Business L T P C
BAT-608
3 0 2 4
MBA
Prerequisite Basic knowledge of Computers
Marks:100
Internal :40 External : 60
Course Objective
To understand the basics of a computer system, Computer networks and use of MS-office
tools. To develop an intuitive sense of how computers work and how they can be used to make
work more efficient.
Unit Course Outcome
Students will be able to know about the introduction of Computer Hardware Software
1 types its classification of computer various components of internet and its usage in
business
Student will be able to know the Computer Networks its Types ,Network
2
Topologies,OSI & TCP/IP Model in details
The students would acquire the MS-Word related skills which would enable them to
do several essential activities which are a part of their Business Management
3
curriculum like CV Writing, summer training report writing etc. Students will acquire
the knowledge in Data analysis using Excel, Power Point Presentation styles.
Unit-I
An Introduction to Computer Hardware and Software: Essential Components of Computers

Hardware, Firmware, Live-ware, Software-Types of Software, Relationship between hardware
and software, Classification of computer system, Number System. System Software-Translators,
interpreter, compiler, assemblers, linkers. Operating system- Overview and function of operating
system.
Case Studies: A study of Classification of Computers, Comparative Study of Operating
Systems.
Unit-II
Telecommunication and Networks: Telecommunications Media, Introduction to Networking

,Classification of Networks Network Topologies, Network types: LAN, MAN, WAN, Network
Architectures-The OSI Model, TCP/IP The Internet, Intranet and Extranets: Operation of the
Internet, Services provided by Internet, World Wide Web, Intranets and Extranets, IP
Addressing.
Introduction to E-commerce: Electronic Commerce Models, Value Chains in Electronic
Commerce, Types of E-Commerce, Advantage & disadvantages of E-Commerce-Commerce in
India.
Case Studies: A study of Computer Network Topologies, A study on E-Commerce
WEBSITES”
Unit-III
Software Packages for Office Applications- Word Processing using MS Word, Spreadsheets
using MS Excel, Presentations using MS Power Point
MS-Word: Word Basics, Rand () function, Working with fonts, Aligning text, Line spacing,
Page Numbering, Headers & Footers, Headers & Footers on even pages & odd pages, Drop Cap,
Page orientation, Page background, Bullets & Numbering, Printing Documents Drawing
features, Mail Merge,
Tables &Lists: Creating table, Adding rows & columns, Merging & splitting of cells, Using
formulas in tables, Converting text to table & vice versa, Lists and its various Types of List
MS-Excel: Excel basics, Worksheet vs. Workbook, Inserting and deleting worksheet, Rename
worksheet, Auto fill, Wrap text, merging of cells, Using filter, Sorting Data, Cell addressing,
Using formulas, Paste special, Cell referencing, Working of If function, Printing worksheets,
Inserting charts.
MS-PowerPoint: Basics, Different views of slide, apply design templates, Inserting header and
footer, slide transition, adding animation, Inserting charts, Action Buttons.
Case Studies: A comparative study of Word, Excel and PowerPoint, Creating A presentation on a
given topic
Text Books –
P. K. Sinha, Computer Fundamentals, BPB, New Delhi.

Sanjay Saxena, “A First Course in Computers”, Vikas Publication
K.Bajaj & D.Nag E-Commerce, The Cutting Edge of Business, TataMcGraw
Tally. Erp 9 Training Guide ,Asok K Nadhani, BPB publications
Using SPSS for Windows, Data Analysis and Graphics, Kristin Volkl and Susan Gerber
V.Rajaraman, Fundamentals of Computer, PHI Learning.

Peter Norton, Introduction to computers , Tata McGraw Hill, New Delhi.
BAT-608 Computer Applications for Business

Business
A b c d e f g h i j k
Program Outcome
Mapping of Course
outcome
Category ES PD PC PE OE Project/
BS
Training
Supply Chain Management L T P C
BAT-609
Total Contact Hours: 48 Hours
3 0 0 3
MBA
Prerequisite: Knowledge of basics of logistics and supply chain
Marks 100
Course Objective
At the completion of this course, the student should be able to understand and examine the
design and performance of supply networks and processes in different business contexts..
Unit Course Outcome
Conceptualize supply chain designs, which are aligned with business models for
1
manufacturing and service companies
Diagnose information integration problems across the supply chain and their
2
consequent impacts in deploying physical and financial resources
Evaluate how the logistics process can be constrained by product design, and the
3 implications of constraint reduction on logistics performance and market
responsiveness
Unit-I
Introduction to Supply Chain Management (SCM), Development chain, Global optimization,

Evolution of SCM, Complexity of SCM, Need and Importance of SCM, Key issues in SCM.
Inventory Management & Risk Pooling: Introduction and forms of inventory, Single stage
inventory control, Economic lot size model, Effect of demand uncertainty, Single period models,
Multiple order opportunities, Risk pooling, Centralized versus decentralized systems, Managing
inventory in the supply chain (Sport Obermeyer Case)
Network Planning: Network design, Inventory positioning and logistics coordination, Resource
allocation, Supply Contracts: Strategic components, Contracts for make-to-stock supply chain,
Contracts for make-to-order supply chain, Contracts with asymmetric information.
Unit-II
Supply Chain Integration: Functional Products, Innovative products, Efficient supply chains,
Responsive supply chains, Agile supply chains, Push, pull, and push-pull systems, Demand-
driven strategies, Impact of lead time, Impact of the Internet on supply chain strategies.
Distribution Strategies: Direct shipment distribution, Intermediate inventory storage point
strategies, Transhipment.
Strategic Alliances: Framework for strategic alliances, Third-party logistics, Retailer-Supplier
Partnerships, Distributor integration
Procurement and Outsourcing Strategies: Outsourcing benefits and risks, A Framework for
Buy/Make Decisions, Procurement strategies, E-Procurement
Unit-III
Global Logistics and Risk Management: Types of global forces, Risk management, Issues in
international supply chains
Coordinated Product and Supply Chain Design: Design for logistics, Supplier integration into
new product development, Mass customization.
Information Technology: Business Processes, Supply Chain IT Innovations, Technology
standards, RFID, SOA
Case: Wal-Mart Changes Tactics, Hewlett-Packard Company: Printer Design for Universality
Text Books
Simchi-Levi, David, Kamisnsky, Philip, and Simchi-Levi, Edith, Designing and Managing the
Supply Chain: Concepts, Strategies and Case Studies, 3nd Edition, Irwin/McGraw Hill, 2008.
Supply Chain Management: Strategy, Planning, and Operation (7th Edition), published by
Prentice-Hall, Inc
Reference Books
1. Supply chain design and management: Strategic and tactical perspectives. By Manish Govil
and Jean-Marie Proth. 1. edition published by Academic Press, 2002. ISBN 0-12-294151-9
2. Purchasing and supply chain management. By Robert Monczka, Robert Trent and Robert
Handfield. 2. edition published by South-Western, 2002. ISBN 0-324-02315-4.
BAT-609 Supply Chain Management
Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
2nd Semester
Legal And Business Environment

L T P C
BAT-660
4 0 0 4
MBA
Prerequisite: Must have learned the Economics in semester one
Marks 100
Internal :40 External:60
Course Objective
To help the students to get a knowledge about the Business Environment with special
reference to Indian Corporate World by providing understanding of the different government
policies and Acts that influence business and the changes that are taking shape in the recent
years.
Unit Course Outcome
Analyze the environment of a business from the legal & regulatory, macroeconomic,
1
cultural, political, technological and natural perspectives.
Enable students to have knowledge of the different legal and social acts that govern
2
and assist the business organizations.
Make student aware about the financial and global environment concepts that effects
3
the business organizations.
Unit-I
Business Environment – Introduction to business and its environment, Components of business

environment. Process of Business Environment analysis.
Economic Environment - Different Economic Systems (Capitalism, socialism and mixed

economy). Economic Policies (Industrial, Monetary, and Fiscal and Current Economic Policies)
Unit-II
Legal Environment- From MRTP to Competition Law. Industrial Licensing policy.

Social Environment- Social Responsibility of Business, Consumer Protection Act 1986, The
Environment Protection Act 1986 & its Impact
Case Study – Dubba Wala
Unit-III
Financial Environment – Composition of Indian Money market and capital market. Role of
Commercial Banks, Development Financial Institutions and Non-Banking Financial Institutions.
SEBI and Capital Market Reforms.
Global Environment - Foreign Direct Investment (FDI), WTO- Its Role and Functions MNCs,
International Institutions (World Bank and IMF), Trading Blocs
Text Books –
Mithani, D. M., International Economics, Himalaya Publications, New Delhi.

Vaish, M. C. and Sudama Singh, International Economics, Oxford & IBH Publishing Co. Pvt.
Ltd
Salvatore, Dominick, International Economics, John Wiley & Sons Publishers.
Francis Cherrunilam, International Trade and Export Management, Himalaya Publications.

Aswathappa, K., International Business, McGraw Hill Publications.
Legal And Business Environment

BAT-660
Business
a b c d E f g h i j k
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
Corporate Finance L T P C
Total Contact Hours : 48
BAT-661
4 0 0 4
MBA
Prerequisite : Basic knowledge of
corporate financial Management
Marks = 100
Course objective
To acquaint the students of finance with the financial decisions taken by financial managers in
corporate sectors
Units Course Outcome
Ability to understand the corporate financial Management and Knowledge of various
1 financial decisions. To understand the concept of corporate capital budgeting and
methods of capital budgeting.
Understanding the concept of cost elements of sources of finance. Knowledge of
2
capital structures and theories of capital structures.
Knowledge about the management of working capital and its components. To
3
understand the concept of dividend decision and theories of dividend decisions
Unit-1
Corporate Financial Management: meaning, objectives and scope; types of financial decisions,
investment decision, financial decision, dividend decision and liquidity decision. (Case study of
the Jones family Inc.) Corporate Capital Budgeting Decisions: nature, importance and types of
investment decision; difficulties in determining cash flows; techniques of evaluating capital
budgeting decisions, risk analysis in capital budgeting. (Case Study on DCF Valuation, Financial
Forecasting)
Unit-II
Cost of Capital: concept and importance; computations of cost of various sources of finance;
weighted average cost of capital Structure Decisions: (Case study of Internet Companies)
determinants of optimum capital structure; relevance and irrelevance theories of capital
structures. (Case study of dividend decisions of cement industries in India)
Unit-III
Working Capital Management: Concept and types of working capital; working capital policy.
Management of cash, accounts receivables and inventories. (Case Study on Working Capital
Management of Bajaj Auto Ltd). Dividend Policy: Dividend and its forms, theories of dividend
policy and their impact on the value of a firm; types of dividend policy, determinants of dividend
policy. An overview of corporate restructuring.( Case Study of ICICI Bank)
Suggested Readings:
1. Van Horne, James C., Financial Management and Policy, Prentice Hall of India.
2. Pandey I. M., Financial Management, Vikas Publishing.
3. Khan, M.Y. & Jain, P.K., Financial Management, Tata McGraw-Hill.
4. Chandra, Prasanna, Financial Management, Tata McGraw-Hill.
5. Damodaran, A., Corporate Finance: Theory and Practice, John Wiley & Sons.
6. Hampton, John. Financial Decision Making, Englewood Cliffs, Prentice Hall Inc.
7. Brealey Richard, Pitabas Mohanty, Corporate finance, McGraw-Hills.
BAT-661 Corporate Finance

Business
a b c d e f g h I j K
Program Outcome
Mapping of Course
outcome with Program √ √ √
outcome
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BS ES PD PC PE OE
Category Training
√
Operations Management and
L T P C
BAT-662 Research
Total Contact Hours 48
4 0 0 4
MBA
Prerequisite : Basic knowledge of statistics
Marks 100
Internal : 40 External: 60
Course Objective
The Course is designed to enable students appreciate the strategic significance of operations
management in highly competitive global economy and to introduce various principles,
concepts, tools and techniques developed in the area of operations management over the
years.
Unit Course Outcome
The students would gain a conceptual understanding of the subject and relate them to
1
practical applications in real life situation.
The students will be able to have comprehension of the Planning concept and how to
2 apply Manufacturing Resource Planning techniques and principles.
The students will be able to have competency in application of various statistical and
mathematical techniques in an Organization and how to construct Operations strategy
3
to get Competitive advantage.
Unit-I
Introduction to Operations Management – Nature, Scope, Importance and Functions; Plant

Location: Importance and Factors; Plant layout: Objectives, Advantages, & Types.
Manufacturing System: Types and Characteristics. Production Planning and Control: Importance
and Functions. Product Design and Development: Process and Techniques.
Case Study 1: The Plant Location Dilemma (Plant Location)
Case Study 2: India Food and Agro Ltd. (Production Planning and Control)
Unit-II
Introduction to Operations Research: History and nature of operations research and types of
operations research models: Linear programming: Meaning, terminology and requirements of
LPP. Formulation of linear programming problem & solutions by Graphical & Simplex methods.
Transportation Problems: Concepts and solutions, Methods for finding initial solutions: NWCM,
LCM and VAM, Balanced and unbalanced problem, concept of degeneracy and optimality test:
MODI method for finding optimal solution.
Assignment Problems: Special case of linear programming, Mathematical formulation,
Hungarian method, Special cases: Unbalanced Assignment problem, Restricted problem,
Travelling Salesman problem, Air Crew problem.
Case Study 1: Case of New Bharat Bank (Simplex Method)

Case Study 2: Case of Kamal Transport (Assignment Problem)
Unit-III
Network Analysis – PERT and CPM: Event, Activity, Errors in network logic, Fulkerson’s rule
to numbering of events, network formation, Forward and backward computations, Critical Path,
Float, Slack, Estimating activity times.
Decision theory: Components Pay off, Opportunity loss, Decision making under certainty and
risk (Calculation of expected value, EOL, EVPI). Decision making under uncertainty (Maximin,
Maximax, Minimax Regret, Hurwitz criterion and criterion of rationality).
Sequencing Problem: Basic concepts, Processing N jobs through two machines, Processing N
jobs through three machines, Processing N jobs through M machines, Processing Two jobs
through M machines.
Case Study 1: Case of Krishna Foods (Network Analysis)

Case Study 2: Oil India Corporation (Decision Theory)
Text Books–
Stevenson W.J. Operations Management, 11th Edition, 2011, Tata McGraw Hill, New Delhi
Chase, Jacobs, Aquilano & Aggarwal; Operations Management; Tata McGraw Hill; 11th edition,
New Delhi.
Sharma, J.K. : Operations Research : Theory and Applications, New Delhi, Macmillian India
Ltd., 1997.
6. Taha, H.A. : Operations Research – An Introduction, New York, Macmillan, 1989.
John O. McClain and L.JosephThomas, Operations Management, Prentice Hall of India, New
Delhi, 2nd Revised Edition.
N.D. Vohra : Quantitative Techniques in Management, Tata McGraw Hill, 2001.
1 .Everette E Adam and Ronald J Ebert. Prentice Hall of India .New Delhi
2. Lee J Krajweski and Larry P Rittman .Person Education .Delhi
3. Richard B Chase, Nicholas J A quilano, and F Robert Jacobs. Tata McGraw Hill, New Delhi
BAT-662 Operations Management and Research

Business
Program Outcome
Mapping of Course
outcome
Project/
Category ES PD PC PE OE
BS Training
Research Methodology L T P C
4 0 0 4
BAT- 654 Applicable to which branch
MBA
Marks
Course Objective
To make the students understand the use of statistics and make them aware about experimental
design or how a researcher conducts investigation.
Unit Course Outcome
The student will acquaint himself/ herself with the use of research in the business
1
decisions
Student will learn to evaluate and solve the business problems with the help of
2
research
3 Student will learn to evaluate and solve research problems with testing.
Unit-1
Introduction to Research: Meaning, Objectives, Types of Research, Research Process: The steps
of Research process.
Identification of problem, Hypothesis and Formulation of Hypothesis - Qualities of a good
Hypothesis –Types of Hypothesis & Hypothesis Testing
Research Design: Importance of Research Design - Features of a good research design –
Exploratory Research Design – concept and uses, Descriptive Research Design - concept, and
uses. Experimental Research Design: Causal relationships, Concept and uses- Concept of
Independent & Dependent variables, -Diagnostic Research Design.
Case Study 1: Bharat Sports Daily
Case Study 2: Fortune at the last frontier
Unit-II
Measurement Scaling: Definition of measurement Scaling– what is to be measured? Problems in

measurement in management research - Validity and Reliability. Types of Measurement Scale
Nominal, Ordinal, Interval, Ratio.
Data Collection: Definition of Primary and Secondary Data – Difference between primary and
secondary Data- Sources, Characteristics, Advantages and Disadvantages of Primary and
Secondary data – Understanding of Observation method, Questionnaire Construction, Personal
Interviews, Telephonic Interview, Mail Survey, Email/Internet survey.
Sampling: Population, Sample, Sampling Error, Sample Size. Characteristics of a good sample.
Probability Sample – Simple Random Sample, Stratified Random Sample &Multi-stage
sampling. Non Probability Sample – Judgment, Convenience, Quota & Snowballing methods.
Case Study 1: Annual Maintenance Contract Company
Case Study 2: Herbal Tooth Powder
Unit-III
Hypothesis Testing-Parametric Tests and Non Parametric Tests: Definition and use. Parametric
Tests - Z Test, T Test, F Test, Analysis of Variance.
Non Parametric Tests: Chi Square Test, Mann-Whitney test and Wilcoxon Test.
Data Analysis: Data presentation and Report writing.
Case Study 1: Perception of people about ban on plastic bags in Delhi.
Case Study 2: Report published in Times of India.
Recommended Text Books:
Business Research Methods – Alan Bryman & Emma Bell, Oxford University Press.
Research Methodology - C.R. Kothari
Statistics for Managers Using Microsoft Excel, Levine Stephan, Krehbiel Berenson
Reference Books:
SPSS Explained, ISBN:9780415274104, Publisher:Tata Mcgraw Hill

Sancheti & Kapoor, Business Mathematics, Sultan Chand, New Delhi.
BAT-654 Research Methodology

MBA
Business
a b c D e f g h i j k
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training

Social Media and Digital Marketing L T P C
BAT-655 Total Contact Hours : 48 Hours
4 0 0 4
Marks
Course Objective
The Course is designed to give an opportunity to acquire knowledge about the application of
Social Media Marketing.
Unit Course Outcome
To understand the Social media, its evolution and the importance of social media to
1 business.
Social Media Marketing Campaigns.
To understand the Social Media in Indian Market Context e.g. Police, Public Service,
2
Hospitals.
To understand the Comprehensive digital marketing strategy and plan.
3
Latest digital ad technologies.
Unit-I
General Overview of the Social Media: Social media, its evolution and the importance of social
media to business. Social Media Marketing Campaigns: Foundation of viral/word-of-mouth
marketing (Case study : Dove: Using social media for social viral Campaign.) components of a
comprehensive, well-integrated social media strategy (Case Study: The Nokia N8 ‘Push
Snowboarding Campaign), pros and cons of relying on word-of-mouth and buzz.
Unit-II
Social Media in Indian Market Context e.g. Police, Public Service, Hospitals, etc. Setting
marketing Objectives (Case Study: Cisco System: Launching the ASR 1000 series router using
social media). Analysing Socio-cultural Environment Affecting Social Media (Case Study: Ford
Fiesta Movement.)
Unit-III
Digital marketing channels - online advertising: Digital display, video, mobile, search engine,
and social media (Case Study: A Case Study on Jet Airways) Comprehensive digital marketing
strategy and plan (Case Study: Marketing the Nissan Micra and Tata Nano Using Social media)
Measuring digital marketing efforts; Latest digital ad technologies.
Text Books:
1. Brogan, Chris and Julien Smith. Trust Agents: Using the Web to Build Influence, Improve
Reputation, and Earn Trust. (Revised and Updated) New Jersey: John Wiley & Sons, Inc.
2. Kanter, Beth and Allison H. Fine.The Networked Nonprofit: Connecting with Social Media to
Drive Change. San Francisco: Jossey-Bass.
BAT-655 Social Media and Digital Marketing

Business
Program Outcome
Mapping of Course
outcome with Program √
outcome
Project/
BS ES PD PC PE OE
Category Training
Human Resource Management L T P C
BAT-656
Total Contact Hours:
3 0 0 3
MBA
Prerequisite : Knowledge of OBD
Marks 100
Internal-40 External-60
Course Objective
To make the students understand the importance of human resources as an asset and ways to
manage HR
Also to teach various new trends in this HR and their application.
Unit Course Outcome
To focus on various HR functions and to teach the students the practical implications
1 of
Strategic HRM and HR during mergers and acquisitions.
To familiarize the students with importance of evaluation and compensation in HR
2 and
various new techniques used in HR.
To make the students familiar with industrial relations aspect of an organization
3
and latest issues in HR.
Unit-I
Human Resource Management: Concept, Functions and Challenges, (Case study “Infosys (A):
Strategic Human Resource Management” (HBR).
Brief Introduction to Strategic HRM, Job Analysis, and HR planning, Recruitment and Selection,
Training and development, HR during Mergers and Acquisitions (Case Study: Dunkin’ Donuts
Training for Quality and Hustle)
Unit-II
Career planning and Succession Planning, Performance Appraisal, Compensation Management-

rewards and incentives (A Case Study on TERI Rewards Corporate Efforts), Managing ethical
issues in HRM
Unit-III
Industrial Relations: concept and approaches, Industrial disputes, Managing Employee

Grievances, Case study of “Strategic Human Resource Management in Wal-Mart Stores” (HBR)
Employee Empowerment and Engagement (The Tata group: hr challenges” published by IBS
research centre), Contemporary issues in HRM
Text Books –
Flippo, Edwin B., Personnel/Human Resource Management, Tata McGraw Hills.
Dessler, G., Human Resource Management, Prentice-Hall, Delhi.
Decenzo A Davide & Robbins P Stephen, Personnel/Human Resource Management, Prentice-

Hall, India
Ivancevich M John, Human Resource Management, TMH, Tata McGraw-Hill, New Delhi.
Mamoria, C.B., Personnel Management, Himalaya Publishing House, Mumbai.
BAT-656 Human Resource Management

Business
Program Outcome
Mapping of Course
outcome
Project/
BS FS PD PC PE OE
Category Training
Introduction to SPSS
BAP-657 L T P C
Total Contact Hours: 30 Hours 0 0 4 2
MBA
Prerequisite: Logical reasoning and aptitude
Marks 100
Course Objective
Unit Course Outcome
1 The course is designed to initiate effective use of SPSS in business problem.
2 Student will learn to evaluate and solve the business problems logically.
3 To find the patterns to avoid risks and spot opportunities.
Unit-1
An Overview of SPSS
Mouse and keyboard processing, frequently –used dialog boxes
Editing output
Printing results
Creating and editing a data file
Managing Data:
Listing cases, replacing missing values, computing new variables, recording variables, exploring
data, selecting cases, sorting cases, Merging files

Graphs
Creating and editing graphs and charts

Frequencies:
Frequencies, bar charts, histograms, percentiles
Unit-II

Descriptive Statistics:
Measures of central tendency, variability, deviation from normality, size and stability. Cross
Tabulation and chi-square analyses
The means Procedure

Bivariate Correlation:
Bivariate Correlation, Partial Correlations and the correlation matrix, Chi-Squre-Test
Unit-III
The T-test procedure:
Independent –samples, paired samples, and one sample tests
The one way ANOVA procedure:

One way analysis of variance

General Linear model:
Two –way analysis of variance

General Linear model:
Simple Linear Regression, Multiple regression analysis Multidimensional scaling.
Recommended Books:
1. Business Research Methods, Cooper, Schindler, TMH
2. Management Research Methodology, Krishnaswamy, Sir Kumar, Pearson
3. Research Methodology, C. R. Kothari, Newage Publication
4. Research Methodology, Zeikmund, Cengage
5. Research Methodology, Paneer Selvam, PHI
6. Research Methodology, Prasanta Sarangi, Taxmann
7. A Text Book of Research Methodology, AKPC Swain, Kalyani
8. SPSS for Windows, Step; George and Mallery,
BAP-657
Introduction to SPSS
Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
Entrepreneurial Strategies L T P C
BAT-731
4 0 0 4
MBA
Prerequisite : NA
Marks : 100
Course Objective
The objective of the course is to make students understand the nature of Entrepreneurship, and
the importance of doing business to the engineering students, which will allow them to get the
required intuition and interest in starting their own start-up’s.
Unit Course Outcome
The students’ will acquire basic knowledge on Skills of Entrepreneurship.They will
1 understand the techniques of selecting the customers through the process of customer
segmentation.
Business Models and their validity are understood by the students. They learn about the
2
basic cost structure and pricing policies.
The students’ will acquire knowledge about the project management and its
3
techniques.They get an exposure to marketing strategies for the Start up.
Unit – I
Introduction to Entrepreneurship: - Define Entrepreneurship, Entrepreneurship as a Career

option, Benefits and Myths of Entrepreneurship, Success Rate of Entrepreneurs related to
Experience and Family Backup, Characteristics, Qualities and Skills of Entrepreneurship,
Entrepreneurial Propensity, Life as an Entrepreneur, Impact of Entrepreneurship on Economy
and Society. Opportunity & Customer Analysis: - Identify your Entrepreneurial Style, Identify
Business Opportunities, Methods of finding and understanding Customer Problems, Process of
Design Thinking, Identify Potential Problems, Customer Segmentation and Targeting, Customer
Adoption Process, craft your Values Proportions, Customer-driven Innovation.
Business Model & Validation
Types of Business Models, Lean approach, the Problem-Solution Test, Solution Interview
Method, difference between Start-up Venture and Small Business, Industry Analysis, Identify
Minimum Viable Product (MVP), Build-Measure-Lean Feedback loop, Product-market fit test.
Case Study: Tristan Walker: The extroverted introvert
Case Study: Ash Maurya’s Interview scripts
Unit- II
Economics & Financial Analysis: - Revenue sources of Companies, Income Analysis, and Costs
Analysis - Product Cost and Operations Cost, basics of Unit Costing, Break Even Analysis Profit
Analysis, Customer Value Analysis, different Pricing Strategies, advantages and disadvantage of
various Sources of Finance, Investors Expectations, Return on Investment , Practice pitching to
Investors and Corporate. Business regulations of starting and operating a Business, Start-up
Ecosystem, Government schemes.
Case Study: Outcome driven innovation (HBR)
Case Study: Lean Canvas – Steve Blank
Unit - III
Team Building & Project Management: - Leadership Styles, Shared Leadership Model, Team
Building in Venture, Role of good team in venture, Roles and Respondents, Explore
collaboration tools and techniques- Brainstorming, Mind mapping. Importance of Project
Management, Time Management, Workflow, Network Analysis Techniques – Critical Path
Method, Project Evaluation Review Technique and Gantt chart. Marketing & Business
Regulations: - Positioning, Positioning Strategies, building Digital presence and leveraging
Social Media, Measuring effectiveness of Channels, Customer Decision-making Process, Sales
Plans and Targets, Unique Sales Proposition (USP), Follow-up and close Sales.
Case Study: The Millionaire Next Door
Case Study: Bulls Eye Framework
BOOKS FOR REFERENCE:
Alfred E. Osborne, Entrepreneur’s Toolkit, Harvard Business Essentials, HBS Press, USA, 2005.
Rajeev Roy, “Entrepreneurship “Oxford University Press, New Delhi, 1st Edition, 2012. ISBN:
9780198072638
Ash Maurya, “Running Lean: Iterate from Plan A to a Plan That Works (Lean Series) “O'Reilly
Media, Inc, USA; 2nd Edition .ISBN-10: 1449305172
Madhurima Lall, Shikha Sahai, Entrepreneurship, Excel Books, First Edition, New Delhi, 2006.
S.S. Khanka, Entrepreneurial Development, S. Chand and Company Limited, New Delhi, 2007.
H. Nandan, Fundamentals of Entrepreneurship, Prentice Hall of India, First Edition, New Delhi,
2007.
· S.R. Bhowmik, M. Bhowmik, Entrepreneurship-A tool for Economic Growth And A key to
Business Success, New Age International Publishers, First Edition, (formerly Wiley Eastern
Limited), New Delhi, 2007
BAT-731 Entrepreneurial Strategies
Business
Program Outcome
Mapping of Course
outcome
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BS ES PD PC PE OE
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Corporate Strategy
L T P C
BAT-732
4 0 0 4
MBA
Prerequisite Knowledge of Ethics in corporate life.
Marks 100
Course Objective
The student can judge differences and specific approaches of Corporate Strategy formulation
and Implementation.
Unit Course Outcome
The students will be able to analyze major business functions which forms the basis
1
of strategy development.
The student will be able to do critical evaluation of roles and responsibilities of
2
executives.
3 To give student training on strategic thinking and acting.
Unit-I
Introduction to Strategic, Concept of strategy: Defining strategy, Levels at which strategy

operates, Strategic Decision Making and Approaches to Strategic Decision making, essence of
strategic thinking, replacing planning with strategic thinking, strategic management process.
Mission and Purpose, Objectives and Goals, Strategic Business Units.
Meaning and importance of Corporate Strategy, Environment Analysis and Diagnosis - Concept
of Environment and its components, Environment scanning and appraisal, organizational
appraisal, Strategic advantage analysis and diagnosis, Mergers and acquisitions, geographic
diversification, globalization, the role of the center in corporate strategy
Case Study-The Walt Disney Company: A Corporate Strategy Analysis
Unit-II
Strategy Formulation and Choice of Alternatives: Grand Strategies –Stability, growth,

retrenchment & combination strategies- Modernization, Diversification, Integration, Merger,
Take-over and Joint Venture strategies, Turnaround – divestment and Liquidation strategies.
Strategies for competing in globalizing markets
Process of Strategic Choice – Gap analysis. Industry analysis, competitor analysis - Porter’s Five
forces Model of competition. SWOT analysis- Synergy and Dysergy, McKinney’s 7’s
framework; GE-9 Cell Model, Boston's Consultancy Model. Distinctive competitiveness; Factors
affecting Strategic Choice
Case Study: Corporate strategy and the role of HRM: critical cases in oil and chemicals
Unit-III
Strategy Implementation: Inter-relationship between formulation and implementation; Issues in
strategy implementation, Resource Allocation, Budgets, Behavioral Issues – Leadership styles.
Corporate culture and values power Social Responsibilities – Ethics, Building capable
organization.
Strategy Evaluation: Importance, Overview of strategic evaluation, strategic control, techniques
of strategic evaluation and control, Operational Control.
Case Study - GLOBAL CORPORATE STRATEGY: TOYOTA CASE STUDY
Text Books
Corporate Strategy: Tools for Analysis and Decision-Making, Book by Bart Vanneste and
Phanish Puranam
CORPORATE STRATEGY: AN ANALYTIC APPROACH TO BUSINESS POLICY FOR
GROWTH AND EXPANSION by Ansoff
Reference Books
1. Concept of Corporate Strategy by K R Andrews

2. Exploring Corporate Strategy Book by Gerry Johnson and Kevan Scholes
Corporate Strategy
BAT-732
Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
BAP-703 Predictive Analysis L T P C
Total Contact Hours 45 0 0 4 2
MBA
Prerequisite: Logical reasoning and aptitude
Marks 100
Internal : 40 External :60
Course Objective
Unit Course Outcome
1 The course is designed to initiate effective use of SPSS in business problem
2 Student will learn to evaluate and solve the business problems logically
3 To find the patterns to avoid risks and spot opportunities.
Unit-1
Introduction to IBM SPSS Statistics

Course Introduction, Introducing IBM SPSS Statistics, Reading Data, Variable Properties,
Working with the Data editor, Summarizing Individual Variables, Modifying Data Values:
Recode, Modifying Data Values: Compute, Describing Relationship between Variables,
Selecting Cases, Creating and Editing Charts
Output in the Viewer, Syntax Basics, Course Summary, Menus and the Help System
Unit-II
Data Management and Manipulation with IBM SPSS Statistics

Helpful Data Management Features, Transformations: Computing with Numeric Data,
Transformations: Computing with Date and Time Variables, Transformations: Computing
with Alphanumeric Data
Additional Data Transformations, Identifying Duplicates and Restructuring Data, Aggregating
Data
Merging Files – Adding Cases Adding Variables, Analyzing Multiple Response Questions,
Working with Pivot Tables , Working with Charts , Exporting Tables and Charts, An
Introduction to Output Management System
Automating IBM SPSS Statistics, Controlling the IBM SPSS Statistics Environment
Unit-III
Introduction to Statistical Analysis Using IBM SPSS Statistics

Introduction to Statistical Analysis, Understanding Data Distribution Theory, Data Distribution
for Categorical Variables ,Regression Analysis and Multiple regression analysis
Multidimensional scaling, Factor analysis and Cluster analysis, Concepts of Logistic
Regression
Comparison of Several Populations (One way analysis of Variance and Analysis of Variance of
Ranks )
Recommended Books:
1. Business Research Methods, Cooper, Schindler, TMH

2. Management Research Methodology, Krishnaswamy, Sir Kumar, Pearson
3. Research Methodology, C. R. Kothari, Newage Publication
4. Research Methodology, Zeikmund, Cengage
5. Research Methodology, Paneer Selvam, PHI
6. Research Methodology, Prasanta Sarangi, Taxmann
7. A Text Book of Research Methodology, AKPC Swain, Kalyani
8. SPSS for Windows, Step; George and Mallery,
BAP-703 Predictive Analysis

Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
Approval Date of meeting of the Board of Studies:29/03/2018
Corporate Social Responsibility and
L T P C
BAT-780 Sustainability
4 0 0 4
MBA
Prerequisite Knowledge of Social Responsibility of company’s
Marks 100
Course Objective
Understand the historical background and context of Sustainability and CSR (sustainable
development, social responsibility, sustainable consumption, technology, regulations, etc.)
Unit Course Outcome
1 Understand sustainability marketing and societal marketing concept.
Understanding the relationship between CSR and sustainability performance and
2
financial performance
.Demonstrate knowledge of a range of tools for developing a Sustainable
3 business model, product, service, design and packaging (Life Cycle Analysis,
Design for Environment, ecological footprint, environmental checklists, etc.)
Unit-I
Corporate Social Responsibility and Sustainability

Objectives-Definition- Evolution- Need for CSRTheoretical Perspectives-Corporate Citizenship-
Business Practices-Strategies for CSR-Challenges and implementation-Evolution of corporate
governance-Governance practices and regulation-Structure and development of boards-Role of
capital market and government-Governance Ratings-Future of governance- innovative practices.
Case-Do Conflicts Affect a Company’s Corporate Social Responsibility Policy?
Unit-II
Sustainability: Meaning and Scope. Corporate Social Responsibility and Corporate

Sustainability-Sustainability Terminologies and Meanings-Why is Sustainability an Imperative-
Sustainability
Triple Bottom Line (TBL). Meaning and Importance for corporates.
Case Study: Communicating Sustainability
Unit-III
Corporate Sustainability Reporting Frameworks-Global Reporting Initiative Guidelines-National

Voluntary Guidelines on Social, Environmental and Economic Responsibilities of Business
International Standards-Sustainability Indices-Principles of Responsible Investment-Challenges
in Mainstreaming Sustainability Reporting.
Case Study: Corporate Social Responsibility: A Case Study Of TATA Group
Text Books
Murthy, C.S.R. Business Ethics, Himalaya Publishing House, Mumbai, 2009.

Gupta (2015). Corporate Governance and Social Responsibility, Scholar Tech Press, 2015
Chatterjee, Mad humita (2011). Corporate Social Responsibility, Oxford University Press
Reference Books
Porter, M., & Kramer, M. (2006). Strategy and Society: The Link Between Competitive
Advantage and Corporate Social Responsibility. Harvard Business Review
Agarwal, S.K. Corporate Social Responsibility in India, Sanjay K Agarwal
BAT-780 Corporate Social Responsibility and Sustainability

Business
Program Outcome
Mapping of Course
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Indian Ethos and Business Ethics
L T P C
BAT-781
4 0 0 4
MBA
Prerequisite Knowledge of Ethics in corporate life.
Marks 100
Course Objective
To lay a strong foundation of knowledge of Ethical principles in Management.
Unit Course Outcome
This course has been designed to create a mindset of value system among the
1 students who are the future managers. Business ethics make the students open to
inherent ethical principles of business.
2 The students will be exposed to ethical problems and issues in various situations.
It is to produce a balance, pleasant, flexible and effective managers in todays
3
liberalized and democratic ambience.
Unit-I
INDIAN ETHOS AND VALUES:
Model of management in the Indian socio-political environment Indian work ethos Indian
heritage in production and consumption Indian perspective of values for managers Secular Vs.
Spiritual values in management
INTRODUCTION TO BUSINESS ETHICS

Definition of Ethics and Business Ethics Importance of Business Ethics Causal chains in
business ethics Ethical Dilemma, Ethical Relativism, Ethical Gap Factors affecting the business
ethics: Economics, Law, Environment, Technology, Development, High Finance, Human
Resource, Consumers, Caste and Gender
Case Study - Rajat Gupta: American Dream Gone Wrong?
Unit-II
APPROACHES AND PROCESS OF ETHICAL DECISION-MAKING Approaches:

Consequentialist theories, Deontological theories, and Virtue ethics approach Process of ethical
decision-making in business Individual differences and ethical judgement - Cognitive barriers to
a good ethical judgement Whistle Blowing.
Case Study -Dell Going Private

Unit-III
ETHICS MANAGEMENT
Role of organizational culture in ethics Structure of ethics management: Ethics Committee,

Ethics Officers, and the CEO Communicating ethics: Communication Principles, Channels,
Training programmes, and evaluation Ethical Audit Corporate Governance and ethical
responsibility Transparency International and other ethical bodies.
Case Study - Computers Corporate Governance Fiasco (G): Maytas Satyam?
Text Books
1. Chakraborty, S.K., Foundation of Managerial Work- Contributions from Indian Thought,

HPH, 1998
2. Drucker, P., Managing in Turbulent Times, Pan books, London, 1983.
3. Kumar, S. and Uberoi, N.K, Managing Secularism in the New Millennium, Excel Books,
2000.
Reference Books
1. Griffith, B., The marriage of east and west, Colling, 1985

2. Gandhi, M.K., The story of my experiment with Truth, Navjivan Publishing House,
Ahmedabad, 1972
3. Chakraborty, S.K., Ethics in Management: Vedantic Perspectives, Oxford University Press,
Delhi, 1995 7. Trevino and Nelson, Managing Business Ethics, John Wiley and Sons, 1995
Indian Ethos and Business Ethics

BAT-781
Business
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SPECIALIZATIONS
GROUP A – FINANCE
Semester -3
Investment Analysis and Portfolio

L T P C
BAA-735 Management
4 0 0 4
MBA
Finance
Marks-100
Course Objective
Primarily the syllabus is meant to develop the knowledge and understanding of securities
market among the students so that they could know how to invest and work as portfolio or
fund managers. It also helps to sensitize them about the financial institutions and markets
besides guiding them how to stay away from losses.
Unit Course Outcome
Analyse and evaluate financial markets, how securities are traded and to analyse
investor behaviour.
1.
Practical understanding of the trade-off between risk and returns in development of
a portfolio of all financial assets.
Characterize the implications of the market efficiency evidence on active portfolio
management.
2
To know industry analysis, equity valuation, financial statement analysis and
technical analysis.
To know options and futures are and their use as hedging instruments.
3 Construct optimal portfolios and illustrate the theory and empirical applications of
asset-pricing models
Unit-I
(20 Hours)
Investment Practices and Portfolio Management::Concept of Investment, Investment Objectives
and Constraints, Importance of Portfolio Management, investment Opportunities and
Alternatives- fixed income securities, money market and stock market;
Stock Markets and Operations of Indian Stock Market: New issue market, secondary market,
BSE, NSE and NSDL, stock market indices, securities and exchange board of India; valuation
theories of fixed and Equity(variable) income securities, Managing equity and bond fund;
Managing Mutual funds; Asset allocation techniques
Case Study:
a) Ethics in stock market: Case Studies of Harshad Mehta, Ranbaxy, Satyam& Others
b) The Ketan Parekh scam
Unit-II (16 Hours)
Fundamental Analysis: Economic analysis, industry analysis, financial analysis

Technical Analysis: Meaning, basic assumptions, history of technical analysis & tools, Dow
theory; Charts, technical trading rules; volume indicators, market sentiment indicators,
confidence indicators, points & figure charting, bar charting.
Efficient Market theory: Weak, Semi strong and strong forms of efficiency, Empirical test of E
M H in Indian Context.
Case Study:
a) Fundamental Analysis of Facebook
b) Equity research and valuation: Jet Airways
Unit-III (19 Hours)
Portfolio analysis selection: Portfolio theory, Risk and Return(individual and portfolio),
Markowitz diversification model, efficient set of portfolios, optimum portfolio, capital asset
pricing theory (CAPM).
Portfolio Revision: Active and passive strategies and formula plans in portfolio revision
Case Study:
a) A Comparison of Risk and Return Between BSE Sensex and Bank Fixed Deposits
b) analysis of portfolio management of india infoline finance ltd.
Text Books –
Stephen Lofthouse, Jane Raybould: Investment Management, John Wiley & Sons Publications.
Frank J Fabozzi.: Investment Management, Prentice Hall - Gale
Amling Fredrick: Investment- An Introduction to Analysis and Management, Prentice Hall India.
Donald E. Fischer and Ronald J. Jordan: Security Analysis and Portfolio Management, Pearson
Education.
William F. Sharpe, Gordon J. Alexander, Jeffrey W. Bailey: Investments, Prentice Hall India.
Prasanna Chandra: Investment Analysis and Portfolio Management, Tata McGraw Hill.
Pandian, Security analysis & portfolio management. Vikas, New Delhi
Fuller, Russell J & Farrell, James L. Modern investment & security analysis. New York,
McGraw Hill
Reilly/Brown, Security Analysis and Investment Management, Cengage Learning, New Delhi.
Raman, Investment: principles & techniques, VIkas, New Delhi
Sharpe, William F. etc. Investment. New Delhi, PHI, 1997
Alexander, Jordan J & Bailey, Jeffrey V. Investment analysis & portfolio management, Dryden
Press, Thomson Learning, Bombay
Machiraju, H.R. Indian Financial System, Vikas, New Delhi
BAA-735 Investment Analysis and Portfolio Management

Business
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Managing Banks and financial
L T P C
institutions
BAA-736
Total Contact Hours =48
3 0 0 3
MBA
Finance and Banking
Marks = 100
Course Objective
To acquaint the students of finance with the working, performance and regulations of Financial
institutions of India
Units Course Outcome
Knowledge of the brief history of banking system in India and reforms.
1 Understanding the operational framework of commercial banks.
Understanding the financial statements of banks and other financial institutions, and
2
Lending function. Understanding the concept of Microfinance.
Understanding the concept of Risk and how it is managed. Knowledge of the recent
3
innovations in the area of Banking.
Unit-I
Introduction to Indian Banking System: Financial System overview, Evolution and growth;
Banks regulatory environment, role of RBI; functions of commercial banking in India; Banking
Sector reforms.
Structure of Banking Institutions: Commercial Banks, Co-operative Banks, Regional Rural
Banks, Development Banks. Banking Sectors: Wholesale Banking, Retail Banking. Case studies
of HSBC-Innovation in Retail Banking and Schemes by SIDBI.
Unit-II
Bank’s Financial Statements- Income statement, Balance sheet Sources of bank’s funds,
Application of bank’s funds. Lending Function- Consumer and Corporate lending, Principles of
lending, pricing of loans, Credit appraisal techniques, Credit management and credit monitoring.
Development Banking in India: Evolution, Structure, Promotional Role, Resource Planning and
Mobilization
Microfinance: Trends, Issues & Challenges, Microfinance Institutions in India, Role of Self-help
groups. Case studies of SKS Microfinance (Now Bharat Financial Inclusion Limited) and
Annapurna parivaar programme.
Unit-III
Risk Management- Managing Credit risk, Market risk, Liquidity risk and Interest rate risk. Asset
Liability Management: concept &objectives. Managing Sources of Funds-Investment Banking
and wealth management function of banks. Bancassurance: Benefits for banks and insurance
companies.
Recent trends and Innovation in Banking- Case studies of State Bank of India and Barclays
Bank.
Text Books –
Kohn Meir, Financial Institutions and Markets, Tata McGraw-Hill Publishing Company Limited,
New Delhi , First Indian Edition 2007
Padmalatha Suresh, Justin Paul, Management of Banking and Financial Services, Pearson, New
Delhi, 2014
3. L.M. Bhole, Financial Institutions and Markets, Tata McGraw-Hill Publishing Company
Limited, New Delhi, 4th Edition, 2007.
References --
R.M. Srivastava, Management of Indian Financial Institutions, Himalaya Publishing House,

Mumbai, 2008.
Khan M.Y., Indian Financial System, Tata McGraw-Hill Publishing Company Limited, New
Delhi, 5th Edition, 2007
BAA-736 Managing Banks and financial institutions

Business
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Financial Markets and Services L T P C
BAA-737 Total Contact Hours : 48 Hours
4 0 0 4
MBA
Finance
Marks= 100
Internal =40 External=60
Course Objective
To acquaint the students with the various Financial Services and structure of Indian capital
markets.
Unit Course Outcome
1 To have a thorough knowledge about the financial system and its functioning
To understand the emerging role and regulations relating to the financial services in
2
India
3 To know the services provided by the Indian market
Unit-I
Financial system in India: An overview structure and growth, major problems and deficiencies,
Financial markets in India: Money Market in India: Constituents, Regulations and Recent
Development, Capital Market in India: Constituents, Regulations and Recent Development, New
Issue Market, Role of Capital market intermediaries, Mode of Raising Capital from Primary
Market; Secondary market; Regulation of security market in India; Stock exchange: Trading,
clearing and settlement, Competition among stock exchanges. Regulation of asset managers.
case study:
a) Volatility in Indian Stock Market- A Case Study of Selected Indices
b) Case study of CapitalVia Global Research
Unit-II
Financial Services in India: Nature types, Regulatory Framework, Major problems faced by
Indian Financial Services Sector. Leasing: Meaning, types, financial legal and tax aspects,
Factoring: types, legal and financial Aspects, Forfaiting: meaning and mechanics, Mutual Funds:
Meaning, types, structure and significance, SEBI guidelines relating to MFs.
Securitization concept: Securitization as a funding mechanism, mortgages: traditional and non-
traditional, securitization in India
Case study:
a) Performance Evaluation of Indian Factoring Business: A Study of SBI Factors and
Commercial Services Limited, and Canbank Factors Limited
b) Leasing or borrowing and buying decision: a case study of Bright Soap
Unit-III
Merchant Banking in India: Role and functions, SEBI guidelines relating to merchant banking,
venture capital: meaning, characteristics, and SEBI guidelines relating to venture capital funds.
Credit rating: Meaning, types and functions of credit rating agency, process and methodology of
credit rating; Hedge funds
case study:
a) Rating the credit Rating agencies
b) Venture capital and private equity in India: an analysis of investments and exits
Text Books –
M.Y. Khan, Financial Services, Tata McGraw-Hill Publishing Co. Ltd., New Delhi, 4th Edition,
2006.
L. M. Bhole, Financial Institutions and Markets, Tata McGraw-Hill Publishing Co. Ltd., New
Delhi, 4th Edition, 2007.
V. K. Bhalla: Management of Financial Services, Anmol Publications.
V. A. Avdhani: Marketing of Financial Services, Himalaya Publishing House.
Bansal, L.K., Merchant Banking and Financial Services, Tata McGraw Hill
1.P.S. Rose and S.C. Hudgins: Bank Management and Financial Services, Tata McGraw Hill.
2 Padmalatha, S., Management of Banking and Financial Services, Sultan Chand and Sons.
BAA-737 Financial Markets and Services

Business
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TAXATION L T P C
BAA-738 Total Contact Hours : 48 Hours
4 0 0 4
MBA
Finance
Marks= 100
Internal =40 External=60
Course Objective
The objective of the course is to acquaint the participant with the implications of tax structure
and corporate tax planning in operational as well as strategic terms
Unit Course Outcome
1 To have a thorough knowledge about the taxation system of India and types of taxes
2 To understand the concept of tax planning in India.
To have the knowledge of Tax considerations in respect of specific Managerial
3
Decision like Make or Buy, Own or Lease
Unit-I
Concepts of Indian taxation system types of taxes; direct and indirect tax, taxation reforms;
(Case study on taxation reforms after economic reforms) Agricultural income, individual
income, income from capital gains and income from house properties & other sources.
Challenges and impact of GST (Goods and Services Act) on Indian economy ( Case study of
GST on Textile Industry)
Unit-II
Meaning and Scope of Tax Planning, Difference between Tax planning Tax Evasion and
Tax Avoidance. (case study on tax avoidance) Requisites of successful tax planning. Tax
planning and financial management decisions regarding capital structure, dividend policy. Case
study on impact of taxation on dividend policies)
Unit-III
Tax Planning with reference to Location of Undertaking. Tax Considerations in Respect of

Specific Managerial Decision like Make or Buy, Own or Lease, (Case study on tax treatment on
leasing) Close or Continue, Sale in Domestic Markets or Export; international taxation system.
(case study on MNC,s and international taxation system)
Suggested Reading:
1. Singhania, V K. and Singhania, Monica, Students’ Guide to Income Tax,
Taxmann.
2. Singhania, V K. & Singhania, Kapil, Direct Taxes Law and practice, Taxmann.
3. Singhania, V K. and Singhania, Monica, Corporate tax Planning and Business
Tax Procedures, Taxmann.
4. Ahuja, G & Gupta, Ravi, Simplified Approach to Corporate Tax Planning and
Management, Bharat Law House private limited
5. Srinivas, E A., Handbook of Corporate Tax Planning, Tata McGraw, Hill.
6. Iyengar, A C. Sampat, Law of Income Tax, Bharat House.
All questions shall carry equal marks.
BAA-738 Taxation
Business
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Consumer Behaviour L T P C
BAB-711 Total Contact Hours : 48 Hours
4 0 0 4
MBA
Prerequisite : basic concepts of CB
Marks 100
Course Objective
This course aims at enabling students to understand the various aspects of consumer Behaviour
and external and internal factors that influence the consumer behaviour.
Unit Course Outcome
To understand the Scope and Relevance of Consumer Behaviour Studies; Basic
1 Model of
Consumer Behaviour: Buying Decision Process- Problem Recognition.
To understand the Individual Determinants of Consumer Behaviour: Motivation;
2 Attention,
Perception and Consumer Imagery; Learning and Memory.
To understand the External Determinants of Consumer Behaviour: Influence of
3
Culture and Subculture; Social Class; Reference Groups and Family Influences.
Unit-I
Introduction to Consumer Behaviour: Scope and Relevance of Consumer Behaviour Studies;

Basic Model of Consumer Behaviour: Buying Decision Process (Case study : Factors
Influencing consumer Buying Behaviour)- Problem Recognition; Information Search,
Alternative Evaluation-Decision Rules- and Selection, Outlet Selection and Purchase, Post
Purchase Behaviour and Customer Satisfaction, Role of Involvement; Types of Buying
Behaviour. (Case Study: Consumer buying behaviour towards selected FMCG products)
Unit-II
Individual Determinants of Consumer Behaviour: Motivation; Attention, Perception and

Consumer Imagery; Learning and Memory; Personality and Self Concept; Consumer Attitudes –
Formation and Change(Changing consumer behaviour with respect to Green Marketing - A Case
Study of consumer durables and retailing), Consumer Values and Lifestyles.(Case Study: Pizza
Hut related to Consumer personality, choice, attention and perception.
Unit-III
External Determinants of Consumer Behaviour: Influence of Culture and Subculture; Social

Class; Reference Groups and Family Influences (Case study: Influencing the online consumer’s
Behaviour) Diffusion of Innovation, Models of Consumer Behaviour; Researching Consumer
Behaviour; Online Consumer Behaviour. (Case Study: The Rising Cost of Consumer Attention:
Why You Should Care, and What You Can Do about It)
Text Books:
1. Schiffman L.G. and Kanuk L.L., Consumer Behaviour, Pearson Education, New Delhi.
2. Hawkins, D. I. & Best R. J. and Coney, K.A. and Mookerjee, A, Consumer Behaviour-
Building Marketing Strategy. Tata McGraw Hill, New Delhi.
Reference Books:
1. Solomon, Michael R., Consumer Behaviour: Buying, Having and Being, PHI Learning Pvt.
Ltd., New Delhi
2. Assel Henry, Consumer Behaviour, Cengage Learning, New Delhi.
3. Majumdar,R, Consumer Behaviour: Insights from the Indian Market, PHI Learning Pvt. Ltd.,
New Delhi
BAB-711 Consumer Behaviour

Business
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Category Training
Retail Management L T P C
4 0 0 4
MBA
Prerequisite : Indian retail Scenario
Marks 100
Course Objective
This course is aimed at providing students with a comprehensive understanding of the
theoretical and applied aspects of retail management.
Unit Course Outcome
To understand the Theories of Retail Development; Global and Indian Retail
1 Scenario;
Information Gathering in Retail.
To understand the Merchandise Management Process, Sales forecasting, Merchandise
2 Budget,
Assortment Plan.
To understand the Store Management & other issues: Store Layout, Design & Visual
3
Merchandising, Atmospherics, Responsibilities of a Store Manger.
Unit-I
Introduction to Retailing: Definition, Scope and Importance of Retailing; Retail Formats;

Theories of Retail Development; Global and Indian Retail Scenario; Information Gathering in
Retail. Retail Market Strategy, Financial Strategy, Retail Location (Case Study: Coke India),
Franchising Decisions, Retail Information system, Customer Service (Case Study: Chick
Shampoo), Customer Relationship Management, GAPs Model.
Unit-II
Merchandise Management Process, Sales forecasting, Merchandise Budget, Assortment Plan,

Inventory Management (Case Study: Nirma), Merchandise Buying, Retail Pricing, Retail
Communication-Objectives, Promotion Mix (Case Study: Dabur) .
Unit-III
Store Management & other issues (Case Study: Suvidha): Store Layout, Design & Visual
Merchandising, Atmospherics, Responsibilities of a Store Manger, Inventory Shrinkage (Case
Study: Life Size), Retail HRM Online Retailing, International Retailing, Legal & Ethical Issues
in Retailing.
Text Books:
1. Rural Marketing - Pradeep Kashyap & Siddhartha Raut, Biztantra .

2. Rural Marketing - Gopal Swamy T. P, Vikas Publishing House.
Reference Books:
1. Rural Marketing – Mathur U. C, excel books.

2. Rural Marketing – Krishnamacharyulu C. G & Lalitha Ramakrishnan, Pearson Education.
3. Rural Marketing – Sukhpal Singh, Vikas Publishers.
BAB-749 Retail Management

Business
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Category Training
Sales and Distribution Management L T P C
4 0 0 4
MBA
Prerequisite : basic concepts of SDM
Marks 100
Course Objective
theoretical
and applied aspects of Sales and Distribution Management.
Unit Course Outcome
1. To develop understanding and appreciation of the Sales & Distribution processes in
organizations.
2. To provide an understanding of the concepts, attitudes, techniques and approaches
required for effective decision making in the areas of distribution channel
management.
3. To develop skills critical for understanding and evaluating legal aspects of channel
management and measuring its performance.
Unit – I
Sales Management: Nature and scope of Sales Management; Emerging Trends in Sales
Management- Vendor Management, ERP, Sales Automation System, Setting and Formulating
Personnel; Developing and Conducting Sales Training Programmes; Designing and
Administering Compensation Plans. Supervision of Salesmen; Motivating Sales Personnel; Sales
Meetings and Sales Contests; Designing Territories and Allocating Sales Efforts; Objectives and
Quotes for Sales Personnel. Case Study: Upward Delegation – To Do V/S Get Done (Case let:
Home Needs), Sales Incentive (Case let: Universal Automotive), Sales forecasting and Sales
Potential, Sales Forecasting Techniques Sales Budget: Purpose and Procedure
Unit - II
Distribution Management: Nature and scope of Distribution Management

Managing Channels: The need for channel management, Channel conflict. (Case study:
Universal Cigarette Company), Channel Power, Operational issues in channel Management,
Understanding Channel Intermediaries: Role of the intermediary, Evolution of channel
structures, Reverse distribution, Distributor & retailer management, Channel designing & multi
channel marketing: Channel designing approach, Framework for taking Channel Decisions, Case
study (Modern Bakery), Multi channel designs, Dilemmas in channel correction. (Case study:
Bagri Market), Make or buy decision in channel management
Unit – III
Physical distribution: Tradeoff’s involved, Total system cost approach, Case study (Logistics
Problem of ABC). Legal aspects of channel management: Sale of goods act, Contract act,
Restrictive trade practice, Case study (BBMC). Measuring - Channel Performance:
Effectiveness, Equity, Efficiency, Tracking Mechanisms, Case Study (Evergreen Products).
Text Books:
Marketing Channels by Louis W. Stern, Adel I. El-Ansary & Anne T. Coughlan ( to be given as
text book).
Marketing Channel Management by Pingali Venugopal.
Sales Management by Richard R. Still, Edward W. Cundiff & Norman A.P. Govoni.
BAB-740 Sales and Distribution Management

Business
A b c d e f g h i j k
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from each unit. All questions carry equal marks
Services Marketing L T P C
4 0 0 4
MBA
Prerequisite : basic concepts of SM
Marks 100
Course Objective
theoretical
and applied aspects of service marketing.
Unit Course Outcome
1 To emphasize the significance of services marketing in the global economy.
To make the students understand the deeper aspects of successful services marketing.
2
To provide insights regarding the challenges and opportunities in services marketing.
3
Unit-I
Introduction to Services marketing: Definition, Significance and Characteristics of Services:

Intangibility (Case Study: Service Brands: A Case Study of Xanadu), Inconsistency,
Inseparability and Inventory.
Classification of Services. Consumer Behaviour in Services: Search, experience and credence
attributes, Pre & post experience evaluation, factors influencing customer expectation of service,
Moment of truth
Extended Marketing Mix for Services: Need for additional three marketing mix elements in
Services Financial & economic impact of service Traditional Marketing Mix Elements in
Services (Case Study: Indian Bank of Commerce and Industry)
Unit-II
Service Product: Customer perception, Customer satisfaction, Tolerance zone, Service quality –
ServQual(Case Study: Gautam Motors Limited) GAP model and Critical incident model, Service
recovery, Impact of service failures versus product failures, Nature of complaining Behaviour—
Complaint Resolution, Service Recovery Process.
Service Pricing: Costs of service delivery, Customer Profitability Measurement, Revenue
management Techniques, Price Discrimination and Segmented Pricing (Case Study :
MakeMyTrip.com)
Service Place: Delivering services through intermediaries & electronic channels. Service
Promotion: Integrated service marketing communication, Visual merchandising, Referrals,
Challenge of Service communication Service Process: Service design & standards – Process
service blue print, Demand & capacity management
Unit-III
People & Physical Evidence: Employees’ Role in Service Delivery, Service Culture: Internal
Marketing, Service-Profit Chain, Emotional labor Customers’ role in service delivery, Customer
as a co-producer (Case Study: Delhi Metro Rail Corporation)
Physical Evidence: Experience Service scape elements (to include architectural design), Virtual
Servicescape Applications of Service Marketing: Marketing in Tourism, Hospitality, Airlines,
Telecom, IT & ITES, Sports & Entertainment, Logistics, Healthcare sectors (Case Study: Hotel
Industry In India: Challenges for Growth and Marketing)
Text Books:
Services Marketing by Zeithaml, Bitner, Gremler&Pandit, TMGH, 4th Edition

Services Marketing by Christopher Lovelock
Services Marketing, Rama Mohan Rao, Pearson
Services Marketing by Rampal& Gupta
Services Marketing by Helen Woodruff
Services Marketing: Concepts and Practices byRamneek Kapoor, Justin Paul &BiplabHalder,
McGraw Hill
Services Marketing by RajendraNargundkar, McGraw-Hill, 3rd Edition
Journals:
The service encounter: diagnosing favorable & unfavorable incidents by Bitner M. J., Booms B.
H. &Tetreaualt M. S., Journal of marketing, Jan 1990, Vol. 54, pp. 71-84.
Marketing intangible products & product intangibles by Levitt T., Harvard Business Review,
1981, Vol. 59, pp. 95-102
The services marketing: an approach by Blois K. J., European journal of marketing, Vol. 8, Issue
2, 1974, pp. 137-145
Services marketing is different by Berry L.L., Business, May-June, 1980,pp. 24-30.
Putting the Service Profit Chain to Work by Heskett, James L., Jones, Thomas O., Loveman,
Gary W., Sasser, W. Earl, and Schelsinger, Leonard A. Harvard Business Review, (March-April
1994) pp. 164-174
The customer as co-producer by SolveigWikström, European Journal of Marketing, 1996, Vol.
30, Issue 4
Customer contributions & roles in service delivery by Bitner, Faranda, Hubbert&Zeithmal,
International Journal of Services and Industrial Marketing, Vol. 8,Issue 3, pp. 193-205
Delivering Quality Service; Balancing Customer Perceptions and Expectations by Zeithaml,
Parasuraman& Berry. Free Press, 1990.
Service quality models: A review by Sheth, Deshmukh&Vrat IJQRM, 2005, Vol. 22,Issue 9, pp.
913-49
BAB-713 Services Marketing

Business
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BS ES PD PC PE OE
Category Training
Compensation and Benefits
L T P C
Management
Total Contact Hours :
BAC-741 4 0 0 4
MBA
Prerequisite NA
Marks 100
Course Objective
The major challenge facing compensation professionals is aligning an organizations
pay system with their organization’s strategic direction. The focus of this course is to
identify the choices to be made in order to develop and implement a strategically
designed reward system.
Uni
Course Outcome
t
The student will be able to analyze, integrate, and apply the knowledge to solve
1. compensation related problems in organizations.
The students will be able to make strategic compensation planning and conduct
2.
wage and salary surveys
The student will demonstrate comprehension by constructing a compensation
system encompassing; 1) internal consistency, 2) external competitiveness 3)
3.
employee contributions, 4) organizational benefit systems, and 5) administration
issues.
Unit-I
Introduction: Compensation meaning, objectives, nature of compensation, types of

compensations, compensation responsibilities
Compensation System Design Issues: Compensations philosophies, compensation approaches,

decision about compensation, base to pay, individual Vs team rewards, Perceptions of pay
fairness, legal constraints on pay systems (A Case Study on TERI Rewards Corporate Efforts)
Unit-II
Managing Compensation: Strategic compensation planning, determining compensation-the wage

mix, job evaluation systems, compensation structure, wage and salary surveys, the wage curve,
pay grades and rate ranges
Managing Compensation Issues: Preparing salary matrix, government regulation on
compensation, fixing pay, significant compensation issues.
Unit-III
Executive Compensation and Variable Pay: Executive compensation: Components of executive
compensation, Performance Linked Compensation, Variable Pay, Team rewards/incentives,
compensation as a retention strategy (“The Tata group: hr challenges” published by IBS research
centre)
Incentive Schemes: Strategic reasons for Incentive plans, Types of incentive schemes, Individual
incentive plans-piecework, standard hour plan, bonuses, profit sharing plans, ESOPs,
international compensation
Recommended Textbooks:
BD Singh, Compensation & Reward Management, Excel Books, New Delhi

Compensation, Milkovich & Newman, TMH,
Joseph J. Martocchio, Strategic Compensation, 3rd Edition, Pearson Education, New Delhi
Reference Books:
Richard I. Anderson , Compensation Management in a Knowledge based world, 10th edition,

Pearson Education, New Delhi
Er Soni Shyam Singh, Compensation Management, Excel Books, New Delhi
BAC-741 Compensation and Benefits Management

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Strategic HRM L T P C
BAC-742
4 0 0 4
MBA
Prerequisite : Knowledge of HRM
Marks 100
Course Objective
The objective of the course is to develop the perspective of strategic human resource
management. This will help the students to think strategically and integrate the activities of
HR with the organizations goals. Specifically the course has the following objectives:
Uni Course Outcome

t
1. Distinguish the strategic approach to human resources from the traditional functional
approach and To be able to evaluate the differing strategic contributions of particular HR
disciplines
2. Understand the strategic role of specific HR systems. Understand the relationship of HR
strategy with overall corporate strategy
3. Understand the role of SHRM and international HRM and to Develop values and ethics
statements that support organizational goals.
Unit-I
Human Resource Management - A Strategic Perspective

Historical development of HRM and strategic HRM, Need for a strategic approach to managing
human resources (Case study of “Strategic Human Resource Management in Wal-Mart
Stores” (HBR)
Models of strategic HRM, development & delivery of HR strategies
Integration of HR strategies with business Strategic HR Planning Acquisition and Development.
Infosys (A): Strategic Human Resource Management” (HBR).
Unit-II
Human resource environment- Technology, structure, workforce diversity

Functional HR strategies- Recruitment and retention strategies, training and development
strategies, performance management strategies, reward and compensation strategies,
retrenchment strategies “Thompson technology: a case study in controlling labour costs” (case
centre, UK)
Strategic approach to industrial relations- Outsourcing, contract labor & its HR implications
Human Side of Mergers and Acquisitions- Three- stage model of M&A. (“The Tata group: hr
challenges” published by IBS research centre)
Unit-III
Global human resource management: Difference between global HRM & domestic HRM;
Evaluating the Effectiveness of SHRM- Measurement and strategic challenge of SHRM
Competencies of HR Professional in a SHRM Scenario(“Global human resource management:
two short cases” published IBS centre for Management Research)
Strategic HR issues in global assignments – expatriates selection & repatriation,
Global Environment of HR: Change & Diversity Management
Text Books –
1. Armstrong, Michael & Baron Angela. (2005). Handbook of Strategic HRM (1st ed.). New
Delhi: Jaico Publishing House.
2. Mello, Jeffrey A. (2007). Strategic Human Resource Management (2nd ed.). India: Thomson
South Western.
1. Regis, Richard. (2008). Strategic Human Resource Management & Development (1st ed.).
New Delhi: Excel Books.
2. Agarwal., T. (2007). Strategic Human Resource Management. New Delhi: Oxford University
Press.
3. Dhar, Rajib Lochan. (2008). Strategic Human Resource Management (1st ed.). New Delhi:
Excel Books.
BAC-742 Strategic HRM

Business
Program Outcome
Mapping of Course
outcome
Project/
BS FS PD PC PE OE
Category Training
Cross Cultural Management L T P C
BAC-743
4 0 0 4
MBA
Prerequisite : Knowledge of Management
Marks 100
Course Objective
The objective of the course is to help students to construct their own coherent, individual
perspective of the substance and increase their cultural awareness.
Unit Course Outcome

1 To understand cultural diversity and its type , describe and analyse the impact of
culture on business practices
2 To understand the process of Communication,negotiation and decision making
across different culture
3 To understand the challenging role of global manager and leader
Unit-I
Meaning ,Importance ,features of culture, Dimensions-Different culture dimension model-

Hofstede Model, Kluckhohn and Strodbeck value orientation model, Globe Model ,Edward Hall
model, Trompenaars model,
International business environment, role of culture in international Business, Diversity at work,
Reasons for cultural and behavioural differences ( Case study : Walmart Disney in Paris, 1992-
2008)
Unit-II
Cross cultural communication- Meaning, Factors affecting cross cultural communication,

making cross cultural communication effective
Cross culture management:-Challenging role of Manager in cross culture management, Cross
culture negotiation & decision making, Cross cultural teams and role of leader (Case study The
Daimer –Benz Chrysler merger, 1998-2007)
Unit-III
IHRM- Meaning, Model of IHRM, Dimension of IHRM, features of IHRM –international

recruitment and selection, Domestic HRM vs. IHRM, challenges faced by global manager,
Women as International manager, (Case study IBM Lenovo-Importance of culture in global
management)
Role of ethics in cross cultural management, Culture in India, Japan, China and US,
International Assignment and Expatriate management( Case study HSBC –A cadre of
international manager)
Text Books –
1. Cross Cultural Management: Concept and Cases ,Oxford University press,by Shobhana
Madhavan ,2011
2. Understanding Cross-Cultural Management, Pearson Education, by Marie-Joëlle Browaeys

and Roger Price, 2011.
3. Cross-Cultural Management: Essential Concepts, Sage, by David Thomas, 2008.
4. International dimensions of organizational behavior. Cengage Learning, by Nancy J. Adler,

and Allison Gundersen, 2007
1. Cultures and organizations, software of the mind by Geert Hofstede, Geert Jan Hofstede and
Michael Minkov, 2010.
2. Culture, Leadership and organizations, The GLOBE study of 62 societies by House, Hanges,
Javidan, Dorfman and Gupta, 2004.
3. A Critique of Hofstede's Fifth National Culture Dimension by Tony Fang. International
Journal of Cross Cultural Management, Dec 2003; 3(3):347368. Accessible through
ABI/INFORM Global.
BAC-743 Cross Cultural Management

Business
Program Outcome
Mapping of Course
outcome
Project/
BS FS PD PC PE OE
Category Training
Employee Relations L T P C
BAC-744
4 0 0 4
MBA
Prerequisite : Fundamental knowledge of IR and Labor Laws
Marks 100
Course Objective
This course is designed to develop in the students an understanding of the concept of
Employee
Relations and the Labour laws and their applications
Unit Course Outcome
To understand the concept of employee relations, functioning of trade unions and
1 legal
machinery for handling industrial disputes.
To have the overview of protective and social security laws of India and their
2
application.
To understand the role of ILO in regulating industrial relations, importance of
3 collective
bargaining and workers’ participation.
Unit-I
Employee Relations: Importance, concept and Models of Employee Relations
Collective Bargaining: Concept, nature, functions and types of collective bargaining; process of
collective bargaining; collective bargaining in Indian context and causes for its failure in India.
(Case study - national manufacturing company limited)
Trade Union: Objectives, functions, problems of Indian trade unions.
The Trade Union Act 1926 (with amendment)
Unit-II
Industrial Disputes: Nature, causes and types of industrial disputes; prevention and settlement
machinery of industrial disputes under The Industrial Disputes Act, 1947 {with amendments}
Employee Grievances: Nature of grievance and grievance procedure; handling employee
grievance
Code of discipline in Industries (case study - national manufacturing company limited)
Industrial Employment (Standing Orders) Act, 1946
Unit-III
The Employees Provident Fund & Miscellaneous Provisions Act, 1952: Definitions; Schemes
under the act – Employees’ provident fund scheme, Employees’ pension scheme, 1995,
Employees’ deposit linked insurance scheme. (Case study -sarvodaya structurals limited)
Employees State Insurance Act, 1948: Objectives and applicability of the scheme; Definitions;
ESI corporation, standing committee and medical benefit council; contributions; adjudication of
dispute and claims, benefits.
Payment of Gratuity Act, 1972: Applicability and non- applicability of the Act: Definitions;
Payment of gratuity; Forfeiture of gratuity; Employer’s duty to determine and pay gratuity;
Recovery of gratuity; Penalties.
ILO: Role and importance ofILO: Social Audit
Text Books –
Mamoria&Mamoria, Dynamic of Industrial Relations in India, Himalaya Publishing House, New

Delhi
T. N. Chabbra and R.K.Suri, Industrial Relations, DhanpatRai& CO.
Reference Material -
S.C. Srivastava, Industrial Relation &Labour Laws, Vikas Publishing House Private, Limited,
1990.
N.D. Kapoor, Industrial Relations and Labour Law, Sultan Chand and Publications
BAC-744 Employee Relations

Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training

Export Import Documentation L T P C
BAD-783 Total Contact Hours : 48 Hours
4 0 0 4
MBA
Prerequisite: Fundamentals of Export Import
Marks 100
Course Objective
To give exposure and understanding of the procedures and documents involved in export -
import activities of India.
Unit Course Outcome
An understanding of the Export and Import business with major emphasis on the
1
different agencies supporting exports in India.
Understanding of the details of Export Import Documents with emphasis on kind of
2
documents and role in export import.
3 An elaborative understanding of the Import procedures.
Unit-I
Preliminaries for Exports and Imports:
Meaning and Definition of Export – Classification – Strategy and Preparation for Export
Marketing – Export Marketing Organizations – Registration Formalities – IEC – RCMC –
Export Licensing – Selection of Export Product – Identification of Markets – Methods of
Exporting – Pricing Quotations – Payment Terms – Letter of Credit.
Foreign Trade Policy – Highlights – Introduction to Duty Drawback – ASIDE – MAI & MDA –
Star Export Houses – EPCG Scheme – Incentives for Exporters. Export Promotion Councils -
FIEO – IIFT – EOUs – SEZs – ITPO – ECGC – EXIM Bank.
Unit-II
Export Import Documentation:
Aligned Documentation System – Commercial Invoice – Shipping Bill – Certificate of Origin –

Consular Invoice – Mate’s Receipt – Bill of Lading – Types of Marine Insurance Policies.
Steps in Export Procedure – Export Contract – Forward Cover – Export Finance – Institutional
framework for Export Finance – Excise Clearance – Pre-shipment Inspection – Methods of Pre-
shipment Inspection – Marine Insurance – Role of Clearing and Forwarding Agents – Shipping
and Customs Formalities – Customs EDI System – Negotiation of Documents – Realisation of
Exports Proceeds.
Unit-III
Export-Import Procedure:
Pre-Import Procedure – Steps in Import Procedure – Legal Dimensions of Import Procedure –
Customs Formalities for Imports – Warehousing of Imported goods – Exchange Control
Provisions for Imports – Retirement of Export Documents.
Import Documents – Transport Documents – Bill to Entry – Certificate of Inspection –

Certificate of Measurements – Freight Declaration.
Text Books:
Handbook of Import-Export Procedures – Ministry of Commerce, -, Government of India,

New Delhi
Export: What, Where and How, Paras Ram, Anupam Publishers, Delhi
Exports – Do it Yourself, Mahajan M.I., Snow White Publications, New Delhi
Import – Do it Yourself, M. I. Mahajan, Snow White Publications, New Delhi
Reference Books:
Export Marketing, TAS Balagopal , Himalaya Publishing House

Export Documentation and Procedures, , Nabhi Publications, New Delhi
International Marketing Management, R.L. Varshney, Sultan Chand
International Marketing, Terpstra, Holt Saunders
International Business, Concept, Environment and Strategy, Sharan V., –
Export Management, D.C. Kapoor, Vikas Publishing House
BAD-783 Export Import Documentation

Busniee
a b c d E f g h i j k
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
INTERNATIONAL TRADE AND
L T P C
LAWS
BAD-784
Total Contact Hours =48 4
0 0 4
MBA
Prerequisite: Basic knowledge of
INTERNATIONAL TRADE
Marks = 100
Course Objective:
International Trade and Law focuses on the public international law aspects of international
trade, and the regulation undertaken by international law and international institutions,
including the World Trade Organization. The subject helps to investigate and apply the
complex rules of international trade law to novel problems and real-world and hypothetical
scenarios and s also gives you the opportunity to critically evaluate the legal rules and
underlying policies concerning International Trade Law. This provides students with the
means to gain specialized knowledge in international trade law, becoming able to develop
strategies, act as consultants and defend enterprises in a matter of international trade, as well as
to elaborate trade policies at national and international levels.
Content of syllabus
Unit-1
Historical background of International Trade, Direction and Composition of International Trade.

Terms of Trade, Trade as an engine of growth. Concept of Law – Types of law, Domestic and
International and their jurisdiction. Regional Trade Agreements: Concept, origin, types.
European Union, NAFTA, ASEAN, MERCOSUR – their structure, decision making, funding,
implications on world trade.
CASE STUDY-1 Import Prohibition as a Trade Policy Instrument: The Nigerian Experience
(INTERNATIONAL TRADE LAW)
Unit-II
Law of WTO: Introduction, Objectives, Functions, Structure, Principles, Agreements –

implications for International business, Progress made by WTO in the last one decade. Tariff and
Non-tariff barriers - implications for WTO members
CASE STUDY-1 The WTO’s Rejection of the European Ban on Hormone-Treated Beef (WTO
IMPLEMENTATION)
Unit-III
International Business Law – International Sale of Goods, Laws governing International Sale of
goods – Domestic laws, International Treaties, International Mercantile Customs and Usages –
Inco terms, Rules on International Sale of Goods, International Commercial Dispute Settlement –
Reconciliation, Arbitration etc.
Intellectual Property: Historical Background, IPR Administration – WIPO, WTO, Indian Patent
Office, Patents, Copyrights, Trademarks, Geographical Indications, Industrial Designs, Layout
Designs, Trade secrets.
CASE STUDY-1 Shrimp versus Turtles: NationalAttempts to Protect theEnvironment (BIO

DIVERSITY)
(CASE STUDY-2 Nepal: Exports of Ayurvedic Herbal Remedies and SPS Issues
(GEOGRAPHICAL INDICATION)
Text Books –
1-Macrory, Patrick F.J. et al The World Trade Organization: Legal, Economic and Political
Analysis (Springer, 2005 )
2- Money banking international trade and law(DR D.M Mitahni)
3-Schnitzer, Simone Understanding International Trade Law (Law Matters Publishing, 2006)
Reference Books
1. Palle Krishna Rao, ‘WTO text and cases’ Excel Books

2. Vinod V Sople, ‘Managing Intellectual Property’ PHI Learning Private Limited
BAD-784 International Trade and Laws

Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training

L T P C
Indian Models in Entrepreneurship
BAE-785
4 0 0 4
MBA
Prerequisite : NA
Marks : 100
Course Objective
Emerging Entrepreneurship: Familiarise students with ‘Make in India’ and the need to promote
entrepreneurial thinking.
Growing MSME sector: Introduce students to the multiple challenges being faced by
organisations like skillful manpower to manage the scaled up operations, issues regarding
modernization of operations, processes, and exploring the financial resources to penetrate new
markets.
Unit Course Outcome
Business Environment and Domain Knowledge (BEDK): Economic, legal and social
1
environment of Indian business
2 Critical thinking, Business Analysis, Problem Solving and Innovative Solutions (CBPI)
Exposure to social sector, Indian Ethos and Value System, Public Policy Issues and
3
‘Out of Box Thinking’
Unit – I
Concept of Entrepreneurship (Evolution and development).Traits (Characteristics of an

Entrepreneur).Role of Entrepreneurs in an economy and Identification of opportunities.
Preparation of business plan and Project Finance: Identification of a business idea.Project
Formulation, Design and Network Analysis, Project appraisal, Project report . Entrepreneurial
Process and Decision Making: Entrepreneurial ecosystem, Ideation
Case Study: 1. Identification of a business idea. 2. Project report
Unit- II
Sources of Finance: Creation of capital structure; Drawing Financial Plan and Financial Analysis
–Input in Financial Appraisal, Ratio Analysis, Investment Process, Breakeven analysis,
Profitability analysis, Cost benefit Analysis.Crafting business models and Lean Start-ups:
Introduction to business models; Creating value propositions-conventional industry logic, value
innovation logic; customer focused innovation; Business model canvas, Business Pitching.
Case Study: 1. customer focused innovation 2. Business Pitching
Unit - III
Sources of Institutional finance for entrepreneurs, Small Business Management, Location of

enterprise, Selection of type of enterprise, Subsidies and incentives available for starting an
enterprise, Exploring export possibilities. Introduction to important provisions of various Acts of
Central Government. Entrepreneurial Incubation, Policy Initiatives and focus; role of institutions
in promoting entrepreneurship
Case Study: 1. Selection of type of enterprise 2. Location of enterprise
1. Entrepreneurship Development by Dr S L Gupta, Dr Arun Mittal, International Book House

2. Innovator’s Dilemma by Prof Clayton M Christensen
3. Think and Grow Rich by Napoleon Hill
BAE-785 Indian Models in Entrepreneurship

Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training
Entrepreneurial Marketing L T P C
BAE-786
4 0 0 4
MBA
Prerequisite : NA
Marks : 100
Course Objective
Recognize the fundamental changes taking place in markets and marketing today. Identify
entrepreneurial opportunities from the emerging trends occurring in marketing practice around
the world. Understand the roles of networking and resource leveraging in entrepreneurial
ventures, and ways that marketing can facilitate both of these activities.
Unit Course Outcome
1 Define how marketing can be an entrepreneurial activity within organizations
2 Identify the role of marketing in each stage of the entrepreneurial process
3 Apply entrepreneurial thinking to market segmentation and targeting decisions
Content of Syllabus
Unit – I
Introduction; Understanding entrepreneurship&the entrepreneurial mindset; Understanding

Marketing: The roles of marketing in entrepreneurship and of entrepreneurship in marketing; The
changing role of marketing in firms; Emerging trends in marketing; Marketing as an
entrepreneurial activity; Linking marketing orientation to entrepreneurial orientation; From mass
marketing to relationship marketing to one-to-one marketing; From transaction to partnerships;
From sales to customer equity; Marketing and resource leveraging; The guerrilla concept
Case Study: 1. Role of marketing in entrepreneurship. 2. From mass marketing to relationship
marketing
Unit- II
The entrepreneurial customer; Innovation diffusion and the window of opportunity: innovators,
laggards and the rest; Crossing the chasm; Leading customers rather than following them;
Understanding how to analyze a market for something new, Segmentation as analysis;
segmentation as strategy; Getting out of the box when segmenting markets
Case Study: 1. Window of opportunity. 2. Getting out of the box when segmenting markets
Unit – III
Entrepreneurial market research-cheap but good techniques for conducting marketing research;
Issues in and approaches to identifying customer needs; Estimating market potential for new
opportunities; Database management and entrepreneurship;Marketing strategies for
entrepreneurship; Strategies vs. Tactics; Product/Service Strategy and Management;
Differentiation:---of anything; Branding and the entrepreneurial venture; The living brand
Case Study: 1. Database management and entrepreneurship. 2. Product/Service Strategy
M. Schindehutte, M. Morris and L. Pitt (2008), Rethinking Marketing: An Entrepreneurial

Perspective, Saddle River , NJ: Prentice-Hall.
L. Lodish, H. Morgan, S. Archambeau, J. Babin (2016), Marketing that Works: How
Entrepreneurial Marketing Can Add Sustainable Value to Any Sized Company, Old Tappan, NJ:
Pearson Publishing (second edition)
Entrepreneurial Marketing
BAE-786
Business
Program Outcome
Mapping of Course
outcome
Project/
BS ES PD PC PE OE
Category Training

Syllabus of MBA, Batch (2018-2020) - 3

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Syllabus: MBA

Accounting For Managers L T P C

Content of the Syllabus

Concept of Book-Keeping and Accounting Fundamentals.

Financial Statement Analysis, common size statements, comparative statement analysis

Cost Accounting: Cost Sheet, Marginal costing and its applications

Tulsian, Financial Accounting, Tata McGraw Hill, New Delhi.

Horngren, Sundem, Introduction to Management, Prentice Hall India, New Delhi.

BAT-601 Accounting For Managers

Approval Date of meeting of the Board of Studies: 29/3/18

NOTE FOR THE PAPER SETTER

Content of the Syllabus

Nature, Scope and Significance of Management; Process of Management; Management as an

Organizational Behaviour & Development: Definition, Nature and Scope of organizational

Organizational Development & Change: Introduction, Importance, Stability Vs Change,

1: Koontz – Principles of Management (Tata McGrew Hill, 1st Edition 2008)

BAT-602 Fundamentals of Management and Organizational Behaviour

Approval Date of meeting of the Board of Studies: 29/3/18

NOTE FOR THE PAPER SETTER

Content of the Syllabus

Managerial Economics: concepts based on scarcity and optimization.

Fundamentals of Demand: Demand Function, Law of Demand and its Exceptions.

Google: Is It Work or Is It Leisure?(pg-106, Ch-5; Principles of Economics-Karl. E. Case)

Market Structure: Perfect Competition, Monopoly, Monopolistic Competition.

BAT-603 Managerial Economics

Approval Date of meeting of the Board of Studies: 29/3/18

Content of the Syllabus

Definition and role of Statistics: Application of inferential statistics in managerial decision

Recommended Text Books:

BAT-604 Quantitative Techniques for Managers

Approval Date of meeting of the Board of Studies : 29/03/2018

NOTE FOR THE PAPER SETTER

Content of the Syllabus

Introduction to Marketing: Meaning and Scope of Marketing; Marketing Philosophies; Concept

Promotion and Distribution Decisions: Communication Process; Promotion Tools-Advertising,

Approval Date of meeting of the Board of Studies: 29/03/2018

NOTE FOR THE PAPER SETTER

Business Communication: Ethics in Communication- Significance, Factors, Dilemmas in Ethical

Business Communication: Cross-cultural Communication – Significance, elements, cultural

Subject to Program outcome Relationship

Teaching –Learning Process

Paper setting instructions

2018 Apply to Programs: USB – MBA, MCom 0 0 2 1

Prerequisite: Studied English language upto senior Total hours = 30

2 To foster self-confidence and positive attitude in students’ ability to communicate.

3 To monitor, remediate and strengthen comprehensible pronunciation.

Student would be able to:

Exhibit confident speaking skills necessary for interaction in academic,

Soft Skills: Time Management, Critical Thinking Skills, Creativity Skills

Soft Skills: Stress Management, Team Building, Problem Solving Skills

1. Globarena EL- Client Software for Communication Skills, Hyderabad.

Category HONS PROJECT BW PRACTICAL TRAINING SEMINAR

PCP-611 Professional Business Communication Skills Lab

Teaching –Learning Process

It is certified that syllabus is free from spelling, grammatical or any duplicity.

Course outcomes have been mapped with Program outcome

S. No. Name Designation Signature

1 Dr Nipun Kalia Asstt. Prof

2 Ms Ashita Chadha HOD

Content of the Syllabus

An Introduction to Computer Hardware and Software: Essential Components of Computers

Telecommunication and Networks: Telecommunications Media, Introduction to Networking

P. K. Sinha, Computer Fundamentals, BPB, New Delhi.